Editor's Pick
Can College Classrooms Create Better Salespeople?
Does a formal sales education at a college or university produce a new rep who is more capable than someone without the course work? Academicians and real-world sales managers offer their thoughts.
Mentoring Is Different Than Training, But Just As Important
Mentorship is different than training or coaching, but it's equally important to developing successful sales reps. A look at the how's and why's of mentoring.
With Training, AI Stands for ‘Augmentation Initiative’
Savvy sales managers understand that AI can be a force multiplier by removing mundane tasks from them and their reps, as well as improving their coaching capabilities by pinpointing what to focus on.
The 2026 Leadership Reality: Realities, Priorities, Imperative
The Leadership Reality Report from Lone Rock Leadership identifies three realities defining the B2B sales environment and four priorities that separate leaders who thrive from those whose value is plummeting.
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New Focus Report: Why Donald Trump Doesn’t Lead Effectively
Many Americans voted for the billionaire president because they felt he had savvy business skills that would translate well to leading the country. In truth, he breaks many long-held, widely accepted tenets of effective leadership.
Why Companies Hit a Growth Ceiling When They Rely Too Heavily On Lead Generation
As organizations scale, success depends less on how much fuel (how many B2B leads) is added to the fire, and more on how efficiently they are converted. This means prioritizing quality over volume, alignment over competing activity, and systems over guesswork.
3 Steps for Handling Less-Expensive Competitors
The B2B selling world has created a confidence problem in how we deliver and defend our pricing. Here's how to handle customers’ requests to meet a competitor's lower price.
Want a Better Deal? Tell a Better Story
If you are facing deadlock or constantly battling through heated negotiations, now is the time to leverage the power of story to break through the noise. Stories help create the conditions for persuasion, turning intention into action and closing the deal.
The First-Party Data Advantage
In a world of disappearing signals and shifting rules, first-party data is your edge. If you’ve got the data, unlock it now. If you don’t, start building. Because the brands that own their audience will outlast every algorithm shake-up, platform pivot and privacy update coming next.
