Throwing newbies in the deep end of the pool might work in SEAL team training, but it’s a lousy idea for people you want to onboard for the long haul.…
Businesses that leverage sales training programs have a higher percentage of salespeople who meet or exceed their sales quotas. It is important to provide salespeople with sales training because sales…
The Situation This mindset case study uncovers a sales team’s discomfort. The CEO of a medium-sized gas production company sought to grow sales and increase the company’s value. Once his…
The Situation Training workshop best practices. A large technology company with worldwide offices saw the size of its average deal fall. Also, its enterprise-wide licenses worth $1,000,000 or more disappeared.…
The Situation: sales business case study #3 In this sales business case study: a medium-sized software company was experiencing eroding market share, tougher competition, and slipping value proposition. The company…
Do you need help finding good, new salespeople? If you do, you’re not alone. Many of our clients say recruiting strong salespeople is an endless challenge. With the current strong…
It Takes Grit To Win at Sales and to Take the Stanley Cup We’ll admit it; in our office, we’re homers regarding hockey. We cheered loudly with the Washington Capitals…
Sales Trends to Watch We’ve collected predictions on sales management trends from a few of our favorite sales industry resources. As you fine-tune your plans for 2022, consider the following.…
Should the Sales Executive Team Get Involved in Pursuing Large Deals? Yes, the sales executive team needs to be involved in pursuing large accounts and RFPs. When Sarbanes-Oxley came out,…
How can the sales manager increase sales? Before I tell you how a sales manager increases sales, let me first define what a sales manager means: No matter their actual…