Leadership Articles

What Separates Good Sales Training from Bad

Not all sales training is created equal. We’ve all been there, stuck in a half day session that feels like it’s never going to end, your to-do list continues to grow, and you can’t wait to check your email to see if that big prospect responded. Rarely have we...

What Leaders Should Do, But Don’t!

With football season coming back, I was reminded of a blunder from the 2005 San Diego Chargers. It’s a story not about football, but about leadership. The Drew Brees Trade For those of you who are not football fans, or possibly just need a refresher, Drew Brees...

Mavens of Modern Sales – Kevin McIntyre

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 Kevin McIntyre, Chief Revenue Officer at...

12 Step Program for Business

Change management psychology is as relevant as ever in business conversations. Countless theories exist about the best approach. However, there’s an old saying – “If it ain’t broke, don’t fix it.” Let’s take a fresh look at one of the most successful change management...

Low Close Rates are a Symptom of Poor Discovery

Low Close Rates are a Symptom of Poor Discovery

Jan 20, 2025 | Leadership

Low close rates are a symptom, not the disease. Too often, sales leader misdiagnose the problem, blaming reps for lack...

How to Build Accurate, Predictable Sales Forecasts

How to Build Accurate, Predictable Sales Forecasts

Jan 9, 2025 | Leadership

Why are sales forecasts so damn unreliable? If you’re leading a sales team or running revenue operations, you’ve...

Overcoming Shrinking Average Sales Price

Overcoming Shrinking Average Sales Price

Jan 6, 2025 | Leadership

Salespeople don’t lose deals because of price. They lose because they fail to make buyers care about the value....

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