7 Steps to Sales Force Transformation [infographic]

Symmetrics
Group

Markets and customer expectations have changed overnight. You can plan to execute a sales transformation the right way or you Read More >

Capacity, Coverage, and Capability

Warren
Shiver

We’ve worked with several clients over the past 18 months on elements of their sales strategy, which clearly defines who Read More >

Why Your Go-To-Market Strategy is Probably Wrong

Sales leadership series 4

Is your go-to-market strategy really a go-to-market tragedy? Here are 5 common pitfalls.  

6 Shifts Sales Organizations Need To Lift Performance

Sales Leadership Series

Is your sales organization struggling? Here are 6 changes you can make to lift performance.

What Can We Learn from the Detritus of a Deal?

Michael
Perla

An IDC survey this year found that only 55% of large B2B organizations have a formal win-loss analysis program in Read More >

The Air We Breathe

Michael
Perla

When you talk to Senior Leaders at most middle-to-large sized companies, a key word often creeps into the discussion. I’ve Read More >

First Job…Sales?

Warren
Shiver

There’s a great article in the New York Times today where the author, Bryan Burkhart, reflects on his first job Read More >

From Sales Management Matter Blog: Annual Sales Meetings: What Are They Good For?

Michael
Perla

Here’s a webinar on annual sales meetings that I recently conducted for Sales Management Matters. In the webinar we review findings from Read More >

It’s Quite Elementary, Watson…

Leslie
Curry

I’ve started watching the (brilliant) BBC series Sherlock. The ingenious-but-sociopathic detective charges through modern-day London, solving murders and irritating nearly Read More >

Staying Ahead in Sales Management with Social Media

Zeshan
Muhammedi

In various previous posts we’ve discussed different characteristics of a solid sales person and force….Read More

Social Media and Sales Strategy

Zeshan
Muhammedi

Social media is not a revolutionary space. Social media is marketing – good ol’ traditional marketing. It should be approached Read More >

Are you willing to be bad?

Michael
Perla

I was conducting some sales training this past week and I said something at the end of the two-day session Read More >

What’s Keeping You Up at Night?

Warren
Shiver

I recently worked with a client to conduct a foundational presentation skills workshop and when I polled the group about Read More >

Mind Numbing Presentations

Warren
Shiver

I attended multiple conferences this week and witnessed a wide range of presentations and presenters – ranging from….Read More

Personalized Sales Coaching

Symmetrics
Group

In our third and final POV on sales coaching, we’ll take a look at behavioral coaching techniques – the “art” Read More >

Field Coaching Fundamentals

Symmetrics
Group

Universally, sales representatives disdain sales managers who show up physically, but remain absent in spirit:

Sales Coaching: To Bear Fruit, Get Back to the Basics

Symmetrics
Group

If you’re like most sales professionals, your inbox is crammed with the latest and greatest coaching secrets. Each year, hundreds Read More >

Value building gets talked about a great deal…How about value in something really commoditized?

David
Szen

Here is me. Just moved to Atlanta and all of the relationships I had to get simple things done have changed. Read More >

Are You Better Off Than You Were 4 Years Ago?

Warren
Shiver

I read a post from Jason Averbook, CEO of Knowledge Infusion, and was inspired to apply his thinking to the Read More >

Often times it is a SIMPLE question that triggers growth and focus…

David
Szen

In the day-to-day life of working with sales reps every once in a while you ask a question that helps Read More >

How do you get a sales prospect’s attention?

Michael
Perla

There has been a lot of ink spilled on how to get people’s attention … how to have people like Read More >

Did you bring any knowledge or insight to the sales call?

Warren
Shiver

The SEC’s Challenger Sales research has generated a lot of discussion and in conversations w/ some colleagues and ex-colleagues in Read More >

What can Big Data do for the sales organization?

Michael
Perla

“Big Data.” There, I said it. They seem to be the hottest two words in business today. Some say it’s Read More >