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

A woman in a black long sleeve sits in front of her laptop with her head in her hands

The Sales “Commit” - A Breeding Ground for Lies

Sales leaders, are you still using the concept of “commits” in your sales execution and forecast strategy? If so, you may want to rethink this age-old approach. First, ask yourself whether you agree with the following three statements: Forecasting requires transparency. Complex deal execu...

The silhouette of a woman standing with her fist in the air at sunset

If You Want to Motivate Salespeople, Do This

We often hear from sales managers the common misconception that top salespeople are born with “fire in the belly.” They’ll say, “What I need...

A picture of a video interview taking place.

Smarter Selling with Videos

If a picture is worth a thousand words, a video should be worth millions. In sales, a video is the next best thing to meeting a live rep – a...

Silhouettes of two people having a meeting in front of a large graph with a red line moving up and down.

Eight Ways to Sell in a Tough Market

Do you have a plan to help yourself and your client weather difficult economic times? Some business people, while complaining about tough ti...

2022 Outlook: An Old School Selling Model Becomes Cutting Edge

In 2022, some organizations will realize they’re automating the wrong thing: a sales model that isn’t how their customers would like to enga...

A person standing on a blue line, on one side is a green check mark, on the other is a red x.

The Six Most Common Sales Enablement Mistakes

It’s no secret that more companies than ever are using sales enablement to improve sales, but why are some brands having more success with i...

The Five Steps to Aligning Sales Enablement and Leadership

Friction between sales enablement and sales leadership teams can be widespread across organizations. It’s understandable: Each team has its...