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Monthly Archives: August 2018

How to Develop Millennials Into World-Class Sales Leaders

Millennials as sales leaders

A new generation of sellers and value creators is on the job today, and we have a golden opportunity to develop millennials into world-class sales leaders. Based on my birth year, I am a member of Generation X, but I consider myself a generation-straddler because my siblings were born between 1955 and 1963, at the […]

You Need Flipped Sales Training – Here’s How to Do It

The flipped classroom is a hot topic in education today, to the point you would think it’s a new phenomenon.  While credit for the origin of today’s flipped classroom goes back to a couple of high school teachers in 2007, technology has been transforming and upending the learning process since the invention of writing – […]

Smarter Sales Training Starts with Smarter Learning Objectives

Once upon a time, a private company in the aviation industry approached us because the VP of sales wanted “closing skills training.”  His evidence:  CRM data showing abnormally long sales cycles for their industry, plus personal experience in the field with sales reps following up but not closing. We came into the situation after the […]

The #1 Differentiator In B2B Sales

Strong sales management capability is the most important piece when assembling an industry-leading sales force, and it may be the #1 differentiator in all of B2B sales. Stay with me for a moment while I explain why and what you should be doing about it. Why is it that some sales forces succeed and others […]