Janice Mars advises you to better engage with your customers by seeing things through their lens and putting yourself in their shoes. Read Post

In life there are few things people want as much as security. This is especially true of a salesperson, who is already taking a great deal more risk than the average employee. Read Post

We already invested time talking about how smarter sales content analytics impact and improve your business in our article “Sales Enablement in the Digital Age.” While we certainly see how analytics play a huge role in driving businesses forward, the digital age of sales management allows us to do much more. It’s true that evolving ... Read Post

The most critical component in creating a high performance sales team is attracting and selecting the right level of talent. However, hiring correctly is still the number ONE problem in most organizations. While the jury is still out on the on college national signing day and their recruitment of high school seniors, and if you ... Read Post

There are many things that impact a sales cycle. Of these, indecision can be one of the most negative. Why? Read Post

Ever realize how much you can learn from watching other people screw up? Sometimes I think that watching the missteps and wrong moves people make can be even more helpful than watching them do it right. When it comes to sales I am obsessed with learning. To be good at sales I think you have ... Read Post

Individuality is a key trait of today's salesperson and a critical component of their mindset. Read Post

Organizations are getting a raw deal; they recruit salespeople with impressive credentials and experience and expect these individuals to apply what they know and have done to improve performance and achieve higher levels of market success. The problem is, salespeople and everyone else are the victims of an education system that teaches compliance; adhere to ... Read Post