Month

March 2016
Dear Modern Sales Leader, Let’s get one thing straight: I understand and appreciate how busy you are and how hard you work. I hear the phones of my sales director, VP, CRO, CEO ringing by the minute, every day. Most of these calls and emails, however, go unanswered, unread and lack much acknowledgement at all....
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A common question I ask myself during my commute to work: “How do I continue to drive value within our company and maintain existing momentum during the sales process?” Some might ask, “Why do you talk to yourself about sales stuff while driving?” Great question. First off, I need to pass time. Second, I love...
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Let’s time travel for a moment: Twenty-five years ago, sales reps didn’t have a lot of options to engage with prospects and communicate their business and value proposition. As a sales leader, you could either spend hundreds of dollars on plane tickets, hotels, meal plans, etc. to have face-to-face meetings, or have reps simply pick...
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This piece is part of our series on modern sales reps, by sales reps. Harry Houdini. Criss Angel. David Copperfield. David Blaine. Teller. Remember these names. A deck of 52 rests in my clammy, trembling hands. I stand anxiously behind a heavy curtain — only thing separating myself and my future. Feeling vulnerable due to...
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When it comes to defining key performance indicators for your sales team, it’s common to not know quite where to start. Sales teams across the globe are using sales KPIs to manage and motivate performance, but getting the most out of your sales KPIs means identifying the right metrics for each organization and role. (Not...
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