David Jacoby

As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. In the past, David has served as Vice President of Business Affairs of Xylo, Inc., where he was responsible for the Company's business development, sales operations, legal affairs, and financing activities.

Selling Skills | Sales Enablement

During the pandemic, stuck at home with few restaurant options, I taught myself how to cook.

Selling Skills | Sales Training | Presenting Solutions

Can a new mattress change your life? Maybe—more on that later. But my recent experience shopping for a mattress highlighted three essential sales insights that you can apply to B2B sales.

Selling Skills | Sales Coaching

Hybrid work is here to stay, and the new normal for sales professionals has become more apparent. Gone are the days when salespeople were road warriors traveling to meet each customer. Now, a typical day may include a full day of back-to-back Zoom sales calls. Today’s modern sellers must be proficient in face-to-face and virtual selling. So what top sales skills are the most important for today’s modern seller?

Sales Coaching | Sales Leadership

Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Right? Wrong. Research suggests that the average sales leader’s tenure is less than two years, much shorter than the average tenures of most other management positions.

Selling Skills

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done.

Sales Coaching | Sales Leadership

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires multiple management styles. For example, one day you could be on ride-alongs coaching your reps, the next day, working on new territory plans for your team. So if you don't want to struggle in your role, here are seven management styles you must adopt to be successful.