Tag Archives: sales

New Year Tradition: 2019 Sales Resolutions

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 […]

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 – […]

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 […]

The Best Sales Training is SMART

Acronyms are useful devices for visualizing and remembering information.  And I’ve made a career out of helping clients turn complex data sets into easily retrievable nuggets.  And frankly, at times that’s involved some Procrustean hacking as I attempted to make the data fit the acronym. In this case, it’s the opposite: This is one of […]

How to Develop Sales Talent In the Age of AI

We talk with heads of sales and sales enablement leaders daily, and they are universally concerned about what it will take to develop sales talent in the age of AI for sales and the hyper-empowered buyer. Some of the questions that sales leaders are asking right now include: How much should we invest in human […]

Five Important Questions for New Sales Leaders

For those of us who’ve been promoted or newly hired to lead a sales organization or part of one, there are some common and weighty questions we all find we need to address. By my count, there are at least five important questions for new sales leaders to address if they hope to succeed in […]

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 […]

Getting More From Sales Training: Three Strategies and A Bobsled Analogy

Companies spend a massive amount of time, energy, and money on sales training, only to find the vast majority of the effort wasted.  If you’ve ever been to sales training where the manager or facilitator exhorts sellers to take “one good idea” from an entire day (or two) of training, you know the story. Why […]

What is Specialized Sales Development?

specialized sales development

How’s this for a Mission Statement?  Specialized Sales Systems exists to help companies build their own specialized sales systems that drive revenue growth. Breakthroughs in technology and process make this process better and cheaper than traditional sales training. It sounds clear to us, but as Matt McDarby and I began sharing our message with the […]