2020 Vision: B2B Sales Predictions

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…

How Do You Sell Through a Recession?

Recessions are inevitable. They are an immutable truth that we all must accept, particularly those of us in the sales profession. Our economy has been incredibly robust for a lengthy stretch of years. You can tell by the sheer number of luxury automobiles that you see every day driving to and from work. Another clear…

Are You a True Competitor?

“Steve, you have to compete every day of your life and never give up!” Those were frequent words of advice from my Grandfather. He was born in 1900 and emigrated from Canada to Haverhill, Massachusetts when he was a very young child. His parents didn’t speak English. They only spoke French, so he had to learn English at school.…