Clarifying questions
People who had been “job-matched” in the first six months with appropriate sales positions outperformed, to a statistically significant degree, those who had not...
iBelieve
I know that seems mundane to many of you, but I feel a little more grown up. A little more professional. A little more...
Sales Training Without Accountability Is Pointless
Sales training is great. Many of the hundreds of companies that provide sales training do a great job. Their content is dynamic. Their speakers...
How Sales Is Changing Before Our Eyes
The accelerated speed of communication and our ability to access information with just a few keystrokes is changing everything – including the way we...
5 Tips for Smarter Email Use By Sales Pros
1. Don’t let email control you
The inherent instant gratification of clearing your inbox provides a brief feeling of accomplishment, but it’s really not productive....
Don’t Let Your Top Sales Performers Stifle Your Business
“They’re driving me nuts!” aren’t the words most would expect to hear from a director managing a high-performance team. But as any sales manager...
The CMO Is Dead
I have some sad news: the chief marketing officer is dead.
Fortunately, I’m talking about the CMO position rather than a particular person. But the...
Two Critical Steps for Creating a Strategic Sales Presentation
When presenting a proposal to senior decision makers, they most appreciate directness, clarity and sound thinking, so the most important step in putting together...
The enhanced role of the elevator speech
Every salesperson worth his quarterly bonus has an elevator speech in his head. These persuasive two-minute presentations are most handy when you surreptitiously find...
The Coolest Sales and Leadership Strategy – Ever
This is the coolest sales and leadership strategy ever invented! It is completely revolutionary. It is rarely practiced. B2B marketers and sales leaders can...
