Forget that you’re in sales. Cast off this old-school notion; you need to do other more important things to be successful in the sales profession. Selling doesn’t come first, it comes last. Sales is not the means to the end, it’s the end. It’s not the antecedent, it’s the consequence. The biggest problem I see ... Read Post

In the complex world of enterprise selling, we focus keenly on team selling. In selling to and serving major accounts, team selling needs to be much more than just a tagline. It needs to be the way that you do business. In winning, growing and retaining large enterprise accounts, it’s an absolute survival skill. But ... Read Post

Account Based Marketing & Outbound Automation – Oh My! The Age of Artificial Intelligence is upon us! So will you lose your job in 2017? Not if you master the following whiz-bang platforms: Man the photon torpedos and tune your dilithium crystals because sales 3.0 or even 4.0 is upon us. AI is steadily creeping ... Read Post

What could be missing from your sales playbooks which is crucial for getting business development right? Read Post

Copywriting plays an important role in business development: one fantastic article can boost sales, and one bad post can ruin a reputation. There is no limit to perfection, so whether you are a business owner or a professional writer, you still need to keep learning something new about content creation. Let’s check the following copywriting ... Read Post

Quota attainment is often at the forefront of the minds of all sales organization employees. This article gives information and actionable advice to ensure that sales managers help motivate and coach their salespeople efficiently and that salespeople utilize the tools and have the best mindset to ultimately hit or exceed their quota. The Science Behind ... Read Post

In my last article, I wrote about French Marshal Napoleon Bonaparte, who even today can be regarded as a remarkable example of strategic leadership. His methods of preparing for battle, his ability to foresee many possible and unprecedented situations, and his awareness of and attention to detail—all are extremely rare leadership traits indeed. Leadership could ... Read Post

The best sales training is to practice buying, but not necessarily make a purchase each time. Purposefully gathering information to learn more finds most people comfortable with the visit. Observation and experiences are the best teachers. We all need to purchase food, clothing and even a car at some point in our lives. Our tendency ... Read Post