What kind of B2B Sales Leader will you reveal yourself to be? According to a CSO Insights Sales Talent Study, only 16% of sales leaders believe they have the talent they need to succeed in the future. Yet, when asked what changes they were making to their sales hiring profiles, the vast majority of sales…
When I reflect back on the sales coaching method that I found to be most effective, it really is quite simple. Not surprisingly, it always comes down to the fundamentals. The first thing is activity. There is a baseline of consistent outbound sales activity that your sellers need to conduct in order to build an adequate…
As we B2B sales practitioners and leaders enter a new decade, here are some bold predictions that I envision transforming the B2B sales world: Radically change how sales quotas are derived. According to CSO Insights 2019 World Class Sales Practices Study, only 57% of B2B sales reps are attaining their quota. Yet the same study showed…