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Category Archives: Uncategorized

Avoid the Echo Chamber

avoid echo chamber

The last presidential election in the United States brought created an awareness of “echo chambers.”  What is the sales version of the echo chamber? Where is the echo chamber most harmful to sales leaders?   And most importantly,what can you do about it? How can you avoid the echo chamber? An echo chamber is essentially a […]

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 […]

It’s Time to Transform Sales Training

sales training

The sales training industry is way overdue for transformation.  How we know?  First, we’re veterans of the sales training industry, and we’ve both spent time on the inside of multiple sales training vendors. And we’ve found the vast majority of client engagements last two years or less. Second, most companies who invest in sales development […]