Most sales leaders have good people. The question worth asking is whether the foundation underneath them is as strong as they are. Here’s what separates teams that perform consistently from those that depend on heroics.
The Strongest Sales Teams Run on More Than Talent Read More »
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 »
Training on persona equips salespeople with a deep dive into their buyers’ minds, understanding their needs, challenges, and what makes them tick. This insider knowledge means they can have conversations that matter, boosting their credibility and trustworthiness in the eyes of potential clients.
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 that managers give for not coaching is that they don’t have enough time, but it’s a bigger issue than that. Most organizations will hire a company to conduct a manager coaching workshop and then send these busy folks on their way. There isn’t much follow-up. The workshop isn’t typically followed up with a coaching playbook or tools, development criteria, recognition, measurement or consequences for coaching or not coaching. So how do we stop driving in circles around the same cul-de-sac?
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 »