Story Telling is Uniquely Human

This is the second of two posts centered on how Geoff Colvin's book "Humans are Underrated" is a great blueprint for the future of the sales profession.

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Reps Desperately Need “Top Gun” School

This is the first of two posts centered on how Geoff Colvin's book "Humans are Underrated" is a great blueprint for the future of the sales profession.

Key Skill Sets for the Future Are Not What You Think

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Will Senior Sales Reps Role Play?

No way, Jose!

One assumption we hear when we talk to companies about story programs and role-play automation is that only the new reps and junior reps need to role play.

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More Leads or Better Conversations?

To bring in new accounts at scale, conventional wisdom is to first invest in a CRM and sales process, then invest in lead generation and efficiency tools and then - maybe - invest in making the sales interactions valuable for the prospect.

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The Tricky Part of Cloning Your Top Reps

Ever since I broke into sales, I’ve heard leadership talking about ‘cloning the best reps’.    The best reps seem to deliver year after year,  even as the company grows and the product mix changes.

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Viewpoint: Memorable Conversations Drive Growth

 

Every Chief Sales Officer must seize growth opportunities. Yet these days, they face an uphill battle. Now more than ever, prospects view salesmentime_waster-_clock_on_fire-998274-edited.jpg and saleswomen as time-sucking annoyances. In fact, they say 90% of sales calls are a "waste of time*.  

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Current Sales Investment at Odds with Winning Deals

Our belief is that the biggest miss in sales leadership today is failing to invest resources in the single biggest needle-mover of sales success – the sales conversation.

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The Tale of Two Lumberjacks

The Tale of Two Lumberjacks is one of my favorite stories.

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Sales Needs Marketing's Help to Conquer Final Mile

B2B companies always ask themselves - “can marketing help us win more business?”

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Certifying on the Sales Deck is a Loser

Hey,  let's get the sales team all on the same page!

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