Sales Management | Sales Leadership | Sales Enablement

By: David Jacoby
March 15th, 2023

The success of any sales organization depends on having the right mindset, culture, and strategy. As two of the most successful companies in the world, Salesforce and Netflix have many lessons to teach about how to build a winning sales culture.

Sales Management | Sales Leadership

By: David Jacoby
February 22nd, 2023

Can a company succeed without managers? Mark Zuckerberg, CEO of Meta, thinks so. He's proposed a cost-cutting measure to "flatten" the organization by removing layers of middle management. Is this idea feasible?

Building Relationships | Sales Management | Sales Leadership

By: David Jacoby
February 6th, 2023

Generation Z is all about tech and entrepreneurship. But when it comes to building relationships with customers, they might struggle a bit compared to older generations. So, to help your Gen Z reps, here are some key skills for building rapport. But first, let me share a quick story.

Sales Management | Sales Leadership

By: David Jacoby
January 26th, 2023

Congratulations! You have just been promoted from salesperson to sales manager, now what? For many sales organizations, promoting from the field to fill vacant sales manager roles is the standard operating procedure, and it’s easy to see why. Promoting a sales star into a management role is a quick way to fill a vacant position. Moreover, according to research by the Institute for Corporate Productivity, organizations with higher percentages of internally promoted managers have lower turnover rates, higher levels of employee engagement, and greater overall business performance.

Closing | Managing Performance | Sales Leadership

By: Ray Makela
January 25th, 2023

Research estimates that about 40% of all sales opportunities end with no decision. The harsh reality of this statistic is that sales professionals could be wasting up to 40% of their time chasing deals that don’t go anywhere. They are essentially pursuing deals where the business need isn’t clear or compelling enough, or there’s not enough urgency for the customer to act. When a customer decides not to do anything to address their current situation, they are maintaining the status quo.

Sales Management | Sales Coaching | Sales Leadership

By: Norman Behar
January 23rd, 2023

Are you being asked to do more with less?  Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. For many organizations, this means implementing hiring freezes or layoffs. Yet, these same organizations are asking their sales leaders to drive increased revenue despite the challenging headwinds. So how can you increase sales without adding headcount?