Leadership Articles

Overcoming Shrinking Average Sales Price

Salespeople don’t lose deals because of price. They lose because they fail to make buyers care about the value. Shaving a few bucks off the bottom is not what wins a deal. What wins is when a salesperson can present the solution in a way that screams “this is going to...

Why Your Sales Kickoff Event Could Be Costly

Let me be straight: most companies are approaching their Sales Kickoffs with misguided enthusiasm. Significant budgets have been allocated to speakers, venues, and team activities. But, is this temporary motivation or is the event aligned strategically to 2025...

Activity Metrics Are Failing Your Sales Team

If more activity guaranteed better sales, every team would crush their numbers. But here we are – sales leaders piling on activity KPIs, and reps running harder on the hamster wheel without making progress. Sound familiar? The truth is, “more” doesn’t mean “better.”...

Mavens of Modern Sales – Randi-Sue Deckard

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 Randi-Sue Deckard, Senior Vice President,...

How to Choose a Sales Training Program

How to Choose a Sales Training Program

May 12, 2025 | Leadership

Sales training is one of the most important investments for improving execution in the field. The goal is to help reps...

Sales Enablement Is Not a Learning Function

Sales Enablement Is Not a Learning Function

May 7, 2025 | Leadership

Sales enablement is often misunderstood. In many organizations, it has become a content distribution function measured...

How to Build and Operationalize a Sales Coaching System

How to Build and Operationalize a Sales Coaching System

May 5, 2025 | Leadership

Sales coaching is a performance lever. It exists to improve how salespeople execute in live opportunities. Coaching is...

No Results Found

The page you requested could not be found. Try refining your search, or use the navigation above to locate the post.