The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.

The Seven Qualities of a Top Sales Manager

Becoming a sales manager or sales director isn’t always easy. There are a lot of pressures on sales managers from driving sales excellence, sales performance, and sales strategy. But often, sales managers don’t know how to be a good sales manager or a good sales director. They learn the hard way wha...

Mission Critical: Leadership Lessons from Colin Powell

In 2002, while serving as secretary of state under President George W. Bush, Colin Powell received an urgent phone call from the Spanish for...

How to Identify the Six Basic Buying Motives

Understanding buying motives helps sellers align product benefits to the true buyer motive. Often, when this connection is made, it results...

The Two Voices of Sales: The Critical Mix in Sales Enablement to Drive Seller Readiness

Conversation intelligence is having a moment in the sales technology market. Its appeal is well documented in market data, which indicates a...

Does Your Sales Team Have Enough Pipeline to Make Quota?

Sales managers, there’s no way to sugar coat this: Most B2B sales leaders (69%) reported that their teams did not have enough pipeline to hi...

Four Keys to Virtual Selling Success

Many sellers have been chomping at the bit to get back to face-to-face with buyers. Virtual selling just wasn’t their thing, and they’ve bee...

How to Build an Agile Sales Force

Webster’s definition of “agile” is “having a quick, resourceful, and adaptable character.” To be agile is to have the ability to adapt indiv...