The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
Digital Selling is Here to Stay
Even before the pandemic, B2B sales already was going digital in response to customer demands. Then, as the crisis unfortunately continued, what had started as a response to an urgent need to work remotely became the next normal – resulting in major implications for how B2B buyers and sellers do bus...
Three Mistakes That Could Ruin Your Remote Sales Career
The pandemic has changed the art of selling – perhaps forever. Selling while still in our underwear is now commonplace and looking good on Z...
It's Time for Leaders To Be More Empathetic Than Ever
The modern workplace is undergoing rapid changes. In the evolving corporate landscape, empathy-centered leadership has become more important...
Five Ways to Ensure Your Virtual Sales Meetings and Events Are a Success
It has been over a year since most of us began working remotely, connecting with our teams and colleagues virtually – and, by now, Zoom fati...
Your Dashboard Is Your Blind Spot
Every executive and manager worth their salary tracks key metrics—but an amazing minority of those metrics focus organizations on what reall...
A Look at the Future of RFPs
The request for proposal (RFP) process is broken. Whether you’re on the issuing side or responding side of the process, I think we can all a...
How Positive Thinking can Make You More Productive, More Resilient, and Smarter
Ask yourself the following question, and then listen up – because this is really important. Do you think you’d be happier if you were more s...
Resources
Webinars
- Wednesday, April 28, 2021 • 1:00 PM ET
How to Build Trust and Engagement with Video in Your Sales Process
- Thursday, May 13, 2021 • 1:00 PM ET
Why Traditional Sales Coaching Can't Work (and What to Do Instead)
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Sales Management Digest
Our weekly newsletter featuring articles about sales leadership, hiring, training, new sales tools, and more. Mails every Tuesday.
SubscribeDaily Boost of Positivity
Time — Selling without targeting is like sailing without a compass. Generating leads is probably one of your highest priorities – as it should be – but beware the low-quality leads. These are the folks who are shopping without any real intent to buy (or worse, with the intent to buy from someone else). If someone is not likely to become a profitable customer, think before you invest more time in pursuing the lead.
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