How to Drive Success During Your First 90 Days as a Sales Enablement Leader
You’ve been hired as (or promoted to be) a sales enablement leader. Now what do you do? Where do you focus? How do you evaluate your team – or build...Continue Reading
Using Your Intuition Is the Great Differentiator in Sales
In business – no matter which product or service you sell – intuition is the great differentiator. Listening to and trusting your intuition in the s...Continue Reading
Why Struggling in Sales Means You’re Winning
How many times have you told yourself sales is too hard or that you must be doing something wrong because you’re struggling to make sales? Here’s t...Continue Reading
How to Properly Assess a Sales Opportunity
I’m a firm believer in opportunity assessment – perhaps the most important function frontline sales managers should perform. What is opportunity as...Continue Reading
Top Five Reasons Curiosity Leads to Sales Success
We’ve all encountered sales reps who fixate on features and benefits but never ask the customer any questions. They care only about what they know i...Continue Reading
How to Integrate and Align Sales Organizations after Mergers and Acquisitions
When companies merge or become acquired, they need to integrate across people, process, and technology so they can achieve organic revenue growth. Last...Continue Reading
Why Companies Should Want More Women in Sales (and How to Get Them)
In 2018 – a year that has amplified the resounding cry of the continued need for gender diversity – I had been hoping the tide had begun to turn reg...Continue Reading
How to Improve the Attitude of Your Sales Team
Salespeople with a positive attitude sell more. Customers also buy more from positive salespeople – and this, in turn, leads to even greater sales s...Continue Reading