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

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The Cyborg Salesman: Using AI to Grow Your Team

We have always used machines to streamline work – from windmills to grind grain to automated machines to build cars. With sales, however, this is more difficult. While many tools, such as Salesforce, have helped salespeople organize their work, there were none that truly eased and automated the burd...

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10 Reasons to Outsource Your Sales

Sales outsourcing can be an efficient, rewarding strategy for companies looking to scale up their business sales. While outsourcing requires...

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How to Maximize Opportunistic and Developmental Coaching

In this post, I’ll focus on making the most of both opportunistic coaching (the one that occurs the most) and developmental coaching (the on...

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Four Things Your Sales Managers Need to Succeed

When I talk with B2B executives about their sales department, what keeps them up at night? It’s the frontline managers. Sales manager is the...

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How (and Why) to Write a Meeting Summary

Ideally, when you’re involved in a sales call, you will get into conversations with buyers that offer opportunities to discuss many things,...

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Prospecting Strategies for Growing New Business

From the pandemic to supply chain issues to ongoing uncertainty about the state of the economy, it’s been anything but business as usual ove...

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The Hybrid Sales Kickoff Playbook

While we may be experiencing Zoom fatigue, we have to accept that virtual and hybrid events are here to stay. Nearly 70% of companies plan t...