Most B2B sales training programs don't work. Companies pour millions in training, yet win rates stay low, sales cycles...
Leadership Articles
Why Your CAC Is Out of Control—and How to Fix It
Your Customer Acquisition Cost (CAC) is out of control, and it’s killing your margins. Every dollar wasted on...
How to Shorten the Sales Cycle: A Strategic Approach for B2B Sales Teams
Long sales cycles are one of the most persistent and costly problems in B2B sales. When deals drag on, they strain...
Sales Coachability – Why it’s the Most Important Trait for a Sales Employee
There is one trait that if a salesperson does not have I will not hire under any circumstances, no exceptions. I say...
5 Keys to the Best Sales Training
The Best Sales Training or Just Sales Training? Sales training has been around for about 75-100 years. In spite of its...
The 8 Questions Every Sales Manager Needs To Ask In A Deal Review
It's a sales manager's job to know whether or not a salesperson is going to make quota. Part of that process is...
3 Most Important Traits in a Salesperson
What Makes a Salesperson Great? I'm asked often about what makes a great sales person. Like most jobs, there is a...
The Best Sales Trainings and How to Choose the Right One
How to Choose the Best Sales Training for Your Team So you’re looking for sales training for your team. There are...
To Build or Kill: Your Responsibility as a Sales Leader
As a sales leader, what do you do when one of your sales people loses a big deal? Do you kick the shit out of them by...
How to Scale a Sales Team in the 21st Century
Growth is what it's all about in the world of business, especially in SaaS and technology. But growing effectively is...
Hiring “A” Players: 4 Misleading Characteristics to Look Out For
Hiring "A" players is without a doubt a critical element in building and maintaining successful sales teams. We all...
A Note to Sales Leadership- Leading from the Bottom Up
As a person in sales leadership, do you have the guts to lead from the bottom up? Does your sales team feel safe...