Why Networking: It’s essential when succeeding in sales, but it certainly isn’t easy. Perhaps you’ve mastered networking at events and over the ...
The Art and Science of Territory Planning
The sales world is full of buzzwords. Among them are “reactive selling” and “proactive selling.” In helping companies revamp their sales proce...
Endurance: A Key Attribute for Successful Salespeople
ENDURANCE: A KEY ATTRIBUTE FOR SUCCESSFUL SALESPEOPLE The Great Ethiopian Run, run in Addis Ababa, is a 10k road race that has taken place at the en...
Summer ‘sales’ must-read
Looking for a New Sales Simplified book review? Mike Weinberg’s New Sales Simplified is one of our top recommendations for sales professionals l...
The Sales Performance Curve
What is the average lifespan of relevant sales knowledge? Given the acceleration of product lifecycles, expansion of competitors, constant churn of in...
5 Tips to Improve Your Prospecting Approach
5 THINGS TO IMPROVE YOUR PROSPECTING APPROACH We often read that cold calling is dead, prospecting is out, and social selling is the modern way to c...
Personality Traits to Look for in a Sales Team
Why is it that the image of the salesperson in popular culture today is so unflattering? Typically, the suave risk-taker takes no prisoners and lives ...
Executive Messaging: Elevation and Timing
In our experience, most executive selling focuses on the elevation of the message, and overlooks the factor of timing. Successful executive-level sell...
Are You Reviewing Game Film to Improve Sales?
Are you reviewing game film to improve sales? The connection between study and greatness If there’s one thing that every great athlete and coach h...
Effective Sales Messaging
When a sales team is challenged with a small pipeline, has deals that are getting “stuck”, or is suffering from a high loss rate, these problems a...