When I meet sales leaders for the first time, one of the questions I usually ask is, “Who is your top salesperson?” Very often, the answer … [Read more...] about Do women make better salespeople than men?
The Bloated Pipeline
Today’s case covers a common issue with a new sales hire’s ability to close deals consistently in a complex B2B sales environment. Pressed … [Read more...] about The Bloated Pipeline
Here are 5 Simple Steps to Make Sales Training Stick
U.S. companies spent $90.6 billion on training in 2017*. Of that, about $20 billion was spent on sales-specific training, representing an average … [Read more...] about Here are 5 Simple Steps to Make Sales Training Stick
We Need To Stop Our Fixation On Buyer Journeys
Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least … [Read more...] about We Need To Stop Our Fixation On Buyer Journeys
How to transform sales effectiveness with empathy
There are a lot of skills and techniques that are important to sales effectiveness, but few are as overlooked and undervalued as empathy. We … [Read more...] about How to transform sales effectiveness with empathy
Sales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)
Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of … [Read more...] about Sales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)
