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

A Unique Way to Create Value and Success with Partner Enablement

Sales enablement is a vital part of any sales organization, but partner enablement is an emerging trend with many technology organizations. At my former organization, Gemalto, I was brought in to help the organization build a channel enablement program. I worked in the enterprise and cybersecurit...

Why Transparent Sales Are the Best

Changes in buyer behavior – not selling tools – drive major shifts in selling. You may think of things like artificial intelligence (AI)...

How Much of Your Sales Team's Time is Wasted?

A big payoff awaits sales leaders who take the time to gain a clear understanding of what's going on with the sales team at the ground level...

Unlock Your Natural Ability to Sell

Great selling requires doing the right thing with the right person at the right time. There’s no pat formula for how to do this. You need to...

Three Ways Inside Sales Teams Inadvertently Sabotage Sales

For many business-to-business (B2B) companies, inside sales reps (ISRs) and sales development reps (SDRs) are the first point of contact for...

How to Use Failure to Grow Stronger

When you enter the sales profession, negative feedback is a fairly regular part of the daily routine. Prospects don’t always respond positiv...

Five Tactics for Recruiting Great Sales Talent

Revenue and recruitment often go hand in hand: you can't drive sales without having the right people in place. Posting a job online and hopi...