It’s not sexy. It’s not trending on anyone’s network or deserving of a #hashtag. It’s one of those topics that no one (especially sales people or their managers) really want to spend any time talking about. It doesn’t have the star-quality appeal or attention-grabbing calls-to-action such as headliners like: Improve your Close Ratios NOW by ... Read Post

Pipeline management is crucial for any sales company. Without a pipeline management software that is cutting edge, and offers necessary features, you will be left with a confusing, chaotic mess of data that won’t be at all useful. It’s also important to use your pipeline management system effectively and appropriately, and ensure that each team ... Read Post

If I had a dollar each time I heard someone opine the chasm between their revenue results and sales forecast, I’d be spending twelve weeks every summer relaxing in a tony Montana lodge, fly fishing by day, and gazing at constellations at night. As you’d expect, I’d be unplugged from the grid and practicing yoga. ... Read Post

To me, a trade war is something that is drastically needed today—not as a political issue, but as a vital issue for business. Not many people understand why this is important, and the complex issues behind it. People are blaming President Trump for initiating such a thing, and others vociferously defend him. But whatever side ... Read Post

The question often comes up regarding defining enterprise selling versus selling into smaller accounts. Given the criticality of pain in selling, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in dealing with large enterprise accounts. Long sales cycles, extensive buyer networks, and sophisticated competitors create problems not ... Read Post

Advice for My Younger, Sales Manager Self There are several questions that I get asked in interviews that I particularly enjoy answering, mostly because they provoke introspection, humility, and thought. I am in the teaching and development profession. Part of why I am in this field, and why I excel at what I do, is ... Read Post

Helping people have better conversations in sales is crucial. Especially in the modern era of selling, creating connections and making sales is largely done through a conversation. This article will help you learn actionable insights and the top secrets to having better sales conversations that will create connections with leads and secure more deals. What ... Read Post

Technology has drastically changed the landscape of sales. Door to door selling is almost non-existent. Buyers are more educated on products than ever before. Even odder, B2B clients are refusing to take face to face meetings. I have been in situations where a client has invested over $225,000 and I had to beg them to ... Read Post