As sales leaders climb the corporate ladder, there’s a common tendency to drift away from the ground-level nuances of how their buyers think, feel and behave. There are easy ways to get plugged back in.
Diligent Sales Leaders Know Their Buyers Read More »
Organizations benefit too, with reduced reliance on SMEs, more streamlined sales processes, and a healthier bottom line. Investing in persona-based education isn’t just about honing sales skills; it’s about cultivating a smarter, more efficient, and buyer-centric sales culture. This leads to happier customers and better retention rates. In a nutshell, persona-based education is a game-changer
The Perks of Persona-Based Sales Training Read More »
As it stands today, the vast majority of buyers would prefer not to deal with salespeople – they just may get their wish. But as the adage says, ‘be careful what you wish for.’ Instead of tolerating some well-meaning but often goofy sellers, these buyers will be in the crosshairs of everyone’s artificially intelligent-dominated sales funnel.
It’s Not a Matter of If, It’s a Matter of Urgency: How AI Will Upend B2B Sales Read More »
The most common reason sales managers give for why they direct versus coach is not enough time, but it’s a bigger issue than that.
Cracking the Sales Coaching Conundrum Read More »
Fine-tuning the organizational structure of your sales organization so that it functions optimally and supports higher expectations of growth must be a continuous discipline. You can’t afford to miss your next colossal opportunity because people are out of gas.
Rampant, ‘Running on Empty’ Puts Revenue Growth in Peril Read More »
So, what’s the difference between training and capability building? Training is tactical. Capability building is a developmental path. It combines business context with mindset and then adds defined activities that drive successful outcomes. It requires a broader strategic planning effort.
Building Sales Capability Is Your Competitive Checkmate Read More »
The sales org infrastructure that you leaned on to achieve your current level of revenue was probably fine. However, if you are going to add more strategy, more activity, and less margin for error to achieve a higher level – then it’s important to retrofit that infrastructure to increase its load-bearing capabilities.
Want to Grow Revenue? Then Upgrade Your Sales Organization’s Infrastructure Read More »
It’s coming of age faster than we could imagine. With it come these lofty expectations that AI will transform work and life as we know it. Sounds like a delicious blend of frightening and irresistible.
Love Shiny Objects: AI Possibilities Are Like Catnip Read More »
As we turn the page on a new year, it’s a time when people expect a bit of a reset. So why not lean into this expectation and as a sales leader, resolve to do a few things differently in 2024? Here are three of my favorite leadership accelerators.
Three Ways to Level Up Your Sales Leadership in 2024 Read More »
As a sales leader, you have high expectations for your team. You need each member to stay productive, focused, and motivated to hit their targets. Yet, productivity can be a challenging metric to measure, especially when so many distracting factors are vying for your team’s attention.
The Little Things That Crush Sales Productivity Read More »
I’ll send you a free chapter of The Diligence Fix and ongoing resources from my content team that you can use to implement ‘The Fix’ within your organization.
