Once upon a time, my youngest brother - who wasn’t very tech savvy at the time - worked with me selling enterprise IT automation software. He … [Read more...] about How to win more deals with 3 storytelling techniques
The Best Ways To Create A Culture Of Accountability NOW
Sales leaders often ask, “How do I create a culture of accountability?” Before we can tackle this question, we must understand what their … [Read more...] about The Best Ways To Create A Culture Of Accountability NOW
3 reasons your sales kickoff is a waste of money
Are you headed out to Las Vegas in January for a giant sales kickoff (SKO) event with your team? Flying folks in from all over the world for a few … [Read more...] about 3 reasons your sales kickoff is a waste of money
Speed Limits, the Flow of Traffic, and Sales Pipelines
I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit. … [Read more...] about Speed Limits, the Flow of Traffic, and Sales Pipelines
6 reasons revenue attainment may be the wrong measure for success
CSO Insights has published their 2018-2019 Sales Performance Study, and the headline news sounds promising: More organizations are attaining … [Read more...] about 6 reasons revenue attainment may be the wrong measure for success
Sales Training And The “Forgetting Curve”
Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what … [Read more...] about Sales Training And The “Forgetting Curve”
