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…
Three simple steps to help your sellers crack the code to improve buyer engagement.
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…
“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.…
What does the future B2B sales rep look like? I was musing on this very subject a few weeks back with a long time colleague. We started to riff on this and our creative juices started to flow. Plus we were both a bit punchy as it was late Friday afternoon and it had been…