It’s become an annual tradition for me to offer some sales resolutions for the upcoming year, so my 2019 Sales Resolutions list is here. Some sales organizations are still frantically clawing for revenue before the current calendar year closes, and I’ll commiserate for a moment with them. It sucks, doesn’t it? It sucks being you […]
Category Archives: Industry Insights
Industry Insights, Sales Enablement Insights, Sales Training
You Need Flipped Sales Training – Here’s How to Do It
23
Aug
Aug
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 – […]
01
Aug
Aug
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 […]
Industry Insights, Sales Development System, Sales Enablement Insights, Sales Process, Sales Tools
What is a Sales Development System?
16
Jan
Jan
What is a Sales Development System? If you’re unfamiliar with the term “Sales Development System,” it may be because the sales training discipline historically suffers from a lack of systems thinking! Now is the time to familiarize yourself. Systems thinking is required if you need your sales force to take results to the next level. […]
30
Nov
Nov
Pivot, Drive, and Accelerate Sales With a Better Sales Process Not too long ago, I offered a comment on a post, “The Death of a (Traditional) Salesman” by Tony Rodoni from Salesforce. Rodoni’s post was well-written, and it presented a common view that I see in the sales blogosphere. Essentially, Rodoni says the ways of […]
02
Nov
Nov
There is an elephant in the sales training room. Someone just called it out…again. A few weeks ago, I weighed in on a LinkedIn post from a contact of mine, Jay Jensen. You can see the whole discussion here, but I will net it out. Jay argued that the very same key principles like “features […]