Note: This article first appeared in the December 2023 article of Top Sales Magazine. Business decisions are about tomorrow, not yesterday. A key … [Read more...] about Looking Forward—To Better StrategySales Coordination
Finding New Business and Developing Relevant Sales Capabilities
Note: This article first appeared in the October edition of Top Sales Magazine. There are few alternatives to growth for most companies. It’s the … [Read more...] about Finding New Business and Developing Relevant Sales Capabilities
Performance Reviews with Frank Cespedes
You can watch Frank’s interview with the Beltway Broadcast podcast here, where he discusses the purpose of performance reviews and shares some best … [Read more...] about Performance Reviews with Frank Cespedes
Building Brand Engagement: Lessons from NFTs and Collectibles
Note: this article originally appeared in the European Business Review, and is co-written with Ben Plomion of Dibbs. The hype about NFTs might be … [Read more...] about Building Brand Engagement: Lessons from NFTs and Collectibles
What Top-performing Sales Managers Do Differently
Note: This article, co-written with Mike Schultz, first appeared in Training Industry here. Front-line sales managers hire reps and influence … [Read more...] about What Top-performing Sales Managers Do Differently
The Rebirth of Software as a Service
Note: This article, co-written with Jacco van der Kooij, first appeared at Harvard Business Review online here. Summary. Traditional sales … [Read more...] about The Rebirth of Software as a Service