June 20, 2022
We all know that “hope is not a [sales] strategy”. It takes determination, grit, and, above all, a game plan.
Throughout my career, I've had...Continue Reading May 25, 2022
Acquiring customers starts with lead generation. The more leads you have in your pipeline, the more customers you're likely to land. Managin...Continue Reading May 23, 2022
The mission of a sales compensation plan is to drive sales using a strategic plan alignment. This means the company pays its salespeople for...Continue Reading April 25, 2022
Niels Bohr, the physics Nobel Prize laureate, is quoted as saying, “Prediction is very difficult, especially if it's about the future!” Whil...Continue Reading April 18, 2022
Over the last year I've heard a lot about The Great Resignation. It's a regular conversation at every CEO meeting I attend, and they are stu...Continue Reading April 12, 2022
Building and maintaining customer relationships during an economic downturn is a tough nut to crack, and sales personalization is the key.
S...Continue Reading March 28, 2022
Most sales leaders were comfortable in the years before COVID – and they could ignore strategic planning, expenses, and talent management an...Continue Reading March 14, 2022
The historical perspective on compensating sales professionals has shifted from a one-sided focus solely in the hands of those who make deal...Continue Reading