The Generational Mentality Map

Sales leadership Series 3

How can you equip your sales force to sell across generations? Here is your field-tested cheat sheet.

What is Your Sales Pipeline Telling You?

Michael
Perla

The sales pipeline, or funnel, gets a lot of attention, from CEOs to sales professionals and everyone in between. The Read More >

7 Steps to Sales Force Transformation Blog Series – Step 3: Building Your Case for Change

Warren
Shiver

In our research on sales force transformations for our new book, 7 Steps to Sales Force Transformation, the greatest challenge Read More >

Why Sellers Should Negotiate

Monique
McDonough

A recent stat from CSO Insights noted that 68% of companies are planning to add salespeople, and it typically takes Read More >

Learning Confidence

Monique
McDonough

Last week, I was invited to be the inaugural speaker at the Vorsight Women’s Leadership Initiative. The group aims to Read More >

7 Steps to Sales Force Transformation Blog Series – Step 1: Drivers of a Transformation

Warren
Shiver

What does it take to truly transform your sales organization? Do you even need to transform, or simply tweak? What Read More >

4 Ways to Cut Cost of Sales (Without Cutting Heads)

Tom
Martin

Like many business projects, sales effectiveness projects are often focused on the big 3 – Increasing revenue, cutting costs and/or Read More >

THE FIVE DISCIPLINES TOP PERFORMERS MASTER

SLS 6

We asked the best of the best of our sales superstar network to tell us what drives their off-the-charts performance.

Does Your Go-to-Market Strategy Make Sense

Michael
Perla

An article, blog post or Whitepaper generally gets a lot of views or is popular for one of two main Read More >

Watching the Sales BASICS at Work… or Not

David
Szen

Over the past few months, my family has been fortunate enough to buy a 1925 bungalow in the neighborhood where Read More >

Sales as a Story

Warren
Shiver

“Poets, priests, and politicians have words to thank for their positions” – The Police There is a recent trend (fad?) 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 >

When the Specialist Has to Sell

Rachel
Cavallo

You know that guy… You really can’t deliver what you sell without him. He’s the expert. He keeps the lights Read More >

3 Tips to be “Intentionally Exemplary”

Joni
Santos

Are you intentionally exemplary? Do your actions and decisions reflect this quest for sales excellence? Let’s be honest. With all Read More >

What No One Sees – The “Grunt” Work

Michael
Perla

If you watch any amount of television, it would appear that being a police officer, a lawyer, or a doctor Read More >

Autonomous Selling?

Warren
Shiver

I’ve been amazed to read about and watch the developments of so-called “self-driving cars” or autonomous driving. The potential for Read More >

The Wise Man

Debi
Jackson

Throughout my long, 20+ year career in corporate America, I have participated in many training programs: courses focused on everything Read More >

Who OWNS the Customer Experience?

Rachel
Cavallo

In recent months, I have experienced a breakdown in customer service at the intersection of two “partner” companies; and in Read More >

10 Sales Facts You Cannot Ignore This Year

Sales Leadership Series 5

The world of sales is changing. Here are 10 sales facts you need to know to stay ahead of the Read More >

The Holiday Season: A Selling Obstacle or Advantage?

Kelsey
Peusch

Business to consumer (B2C) advertising has begun the holiday bombardment, yet businesses are bracing for the slowdown that tends to Read More >

The “Script” Shouldn’t Sound like a Script

Michael
Perla

As a consultant in the sales effectiveness space, I’m pretty conscious of how people try to sell me things. It Read More >

Don’t forget…. Leaders Need Leadership

Debi
Jackson

I have seen it over and over. As people rise to high-level leadership positions, it is assumed that they no Read More >

What Do Sales and Golf Have in Common?

Doug
Ferreira

With the unquestionable, resounding, embarrassing butt-whooping that the European’s recently gave the United States in the Ryder Cup, the PGA Read More >