How to Write a Compelling Media Kit That Sells

A successful media kit makes a good first impression on your potential collaborators. As a result, it paves the way for more sales. Here's what it should include.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

The key to coaching successful sales teams is focusing on the how, not the what. When you go beyond telling someone what they’re doing wrong to showing them how to do things differently, you’re providing tools for long-term success.

Building A B2B Sales Force That Works

The ideal structure for high-performing B2B sales is repeatable, scalable and trainable. Here's a closer look at what that means.

7 Questions to Build Rapport in Sales

Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Genuine rapport sets the table for the rest of the conversation.

Incentive Program FAQs

A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. I hope it provides clarity in the case of feeling a little confused.
Q: What is a pre-mortem and why should I do it? I’ve already been to the dentist once this year.

13 Musts from an Accidental Salesperson

The first secret to surviving in sales (almost by accident) is there is no secret, but here are 13 things that have helped me succeed in a career I never imagined.

5 Ways Your Sales Team Can Get More Out of CRM

While sales reps have long used the platform’s core features, but most aren’t getting as much out of their CRM systems as they could be.

Machine Learning Makes Life Easier

Once sellers are equipped with the right content and data, the bigger challenge organizations face is how to take their static sales presentation to a dynamic interaction that resonates with their potential buyer. In short, teams need to know which content articulates their value in real-time.

What lies ahead

Forecasting, it is said, is the art of saying what will happen, and then explaining why it didn’t. It may be a fool’s errand to predict what B2B marketing strategies will emerge in 2019, but trendwatching is an important skill for business leaders across all industries.

Onboarding is for sales managers too

“What’s your onboarding program for new sales managers?”

Unleashing the power of frontline sales management

Companies pour enormous resources into growth. From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers.

3 keys to effective sales management training

Most sales management training is simply repurposed salesperson training, while sales leadership programs are often focused on generalized leadership skills. Sales leaders need more than better selling skills and an executive presence. They need targeted education on how to guide their salespeople to higher performance.

Mind the training gap

When a global finance and accounting services firm sought to reverse a steady decline in revenues, Blue Ridge Partners, a management consulting firm, proposed a number of initiatives, the most important of which was an upgrade of sales management talent.

Design and implement your best sales incentive ever

Maybe we’ve met. Was it was at a trade show or a conference? You said you’ve built a lot of sales incentive programs as a manager, and, not to toot your own horn, but they have worked pretty darn well.

A knowledge gap crisis

Before I began researching this issue’s cover story, I had no idea the lack of sales management training was as dire a problem as it is. We thought there was a gap in training for B2B sales managers, but quickly discovered that “gap” is actually a canyon (hence the cover image).

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