Leadership Articles

Mavens of Modern Sales – Eric Steele

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week we talked to Eric Steele, Chief Revenue Officer at SIB Fixed...

The Difference Between Performance Reviews and Sales Coaching

Every time I ask a V.P. of Sales/CSO or even a sales manager if they have coaching methodology in place, I always get a similar answer; "Yes, we do them once or twice a year." I then ask, are those your "performance reviews" and of course, the answer is yes. ...

11 Things Great Sales Leaders Don’t Do

This is a follow up to the 11 Things Great Salespeople Don't Do. There are two sides to sales. The salespeople and the those that lead them. Each of them has a distinct and different role. Salespeople go and sell. They are the front lines. The sales leaders, they have...

Mavens of Modern Sales – Alicia Rasta

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week we talked to Alicia Rasta, Vice President and Head of Global...

6 Sales Performance Metrics Every CRO Needs to Track

6 Sales Performance Metrics Every CRO Needs to Track

Feb 17, 2025 | Leadership

Sales leaders love quota attainment. It’s the default scoreboard for performance. Reps live and die by their number....

Why Most B2B Sales Training Programs Fail

Why Most B2B Sales Training Programs Fail

Feb 13, 2025 | Leadership

Most B2B sales training programs don't work. Companies pour millions in training, yet win rates stay low, sales cycles...

Why Your CAC Is Out of Control—and How to Fix It

Why Your CAC Is Out of Control—and How to Fix It

Feb 11, 2025 | Leadership

Your Customer Acquisition Cost (CAC) is out of control, and it’s killing your margins. Every dollar wasted on...

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