The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.
The modern workplace is undergoing rapid changes. In the evolving corporate landscape, empathy-centered leadership has become more important than ever. According to the Wall Street Journal, roughly 20% of companies in the U.S. provide empathy training as part of management development. Characteri...
The pandemic has changed the art of selling – perhaps forever. Selling while still in our underwear is now commonplace and looking good on Z...
Even before the pandemic, B2B sales already was going digital in response to customer demands. Then, as the crisis unfortunately continued,...
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...
As sales managers, our main objective is to influence the future behavior of our sales teams to achieve sales targets. Period.
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...
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...
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SubscribeTime — 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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