Any sales quota can be achieved, but it requires deep discipline and diligence. Consistent sales performance can never be achieved by winging it or putting in minimal effort. If you avoid making these 6 common mistakes, you will make your quota this year and every year. 1. Not having a specific quota plan that is ... Read Post

One of my best strategies for the first week on a new job is to invite the top producer out to lunch. A little flattery goes a long way for those who are somewhat egotistical along with paying for the meal at a nice restaurant. The conversation is personal until the check is in the ... Read Post

In the current competitive business climate, sales reps are expected more than ever to be able to talk the talk and convince customers of what they are saying. A good sales enablement tool should be able to effectively aid seller-to-buyer communication and enhance their connection during the B2B sales cycle. With a wealth of platforms ... Read Post

In complex sales, do you plan for all 12 rounds or one big knockout punch? Read Post

Sales coaching excellence is difficult to achieve, but it is one of the fundamental elements that one finds in highly effective sales organizations. A couple of years back, I wrote a series of articles with my friend and former boss, John Golden about the need for sales leaders to focus on their craft as coaches. ... Read Post

Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight. Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executives face. We’ve also found that many partners are too ... Read Post

The elements–water, fire, earth and air–are reflected everywhere, for example in landscaping, architecture, martial arts and in many different philosophies. In my new blog series, we’re looking at how they are reflected in sales. In this edition we continue with another view on water. In the last blog in this series we talked about how, ... Read Post

There is a double standard when salespeople are taught how they are supposed to sell to clients versus how sales training is actually received. It’s no wonder that the sales training results are frequently disappointing at best. We are all familiar with the comment, “one size does not fit all.” Yet, when it comes to ... Read Post