Category Archives: Sales Process

What is a Sales Development System?

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. […]

Pivot, Drive, and Accelerate Your Sales Process

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 […]