Celebrating 8 years in business!

Mar 29, 2015 | Best Practices

Here is a staggering statistic for you, according to Bloomberg, 80% of entrepreneurs fail in the first 18 months (http://www.forbes.com/sites/ericwagner/2013/09/12/five-reasons-8-out-of-10-businesses-fail/) of launching their business. Having said that, True Sales...

Can I tell you a sales story?

Mar 29, 2015 | Best Practices

People are hard wired to tell and listen to stories.  Human beings have been telling stories for thousands of years,  just ask a caveman.  Good story tellers are engaging and dynamic.  Great story tellers draw an emotional, visceral response. Every...

Can your sales coaches coach?

Mar 29, 2015 | Leadership, Sales

What impact does your first line of sales management have on overall revenue and sales performance?  Based on 25 years of high tech enterprise sales experience, I submit that ensuring that your sales coaches can effectively coach is equally if not more important...

How to tell a business story for B2B sales and marketing. A best practice.

Mar 29, 2015 | Regular

We’re often asked, how do you define a business story?  How do you create an elevator pitch?  Here’s the formula that works for us .. You should be able to tell an engaging ‘why us’ business story in 60 seconds, 3-5 minutes, or 20...

5 Misconceptions about Sales Enablement Plans

Mar 29, 2015 | Regular

Leading analysts and companies we work with agree on the top issues sales leaders struggle with year after year: conversion ratios are falling, fewer sales reps are making quota,sales rep attrition rates are rising, it’s taking longer to effectively ramp up new sales...