For the last ten years or so, you’ve been working your way through the ranks from individual salesperson to a senior sales management role, and you think you’re ready to take the next step: VP of sales. But the path to get there isn’t always clear-cut, and people often think they’re ready to be a...Read More
If you haven’t heard of Activity Based Selling, then you should really pay attention here. Modern sales leaders everywhere are embracing this methodology of viewing sales as the result of a cascading set of controllable behaviorsthat lead to a defined outcome. They’re doing it because Activity Based Selling allows them to drive performance by selling...Read More
One of the hardest things to adjust to as a sales representative is when someone moves your cheese (and I know!). Let me back up a little here. At a recent prospect meeting, a VP of Sales stopped me in the middle of a presentation and said, “Your company helps sales leaders move salespeople’s...Read More
“The Year of the Sales Stack.” That’s what TechCrunch dubbed 2016. Unfortunately, as a sales leader, your time fills too quickly to allow for evaluations of all of the software and services that could strengthen your tech stack this year. We’re here to help. This series offers snapshots of some of the top software and...Read More
What qualities and behaviors make the best sales leaders? University of California professor of sales strategy Steve W. Martin set out to answer that question when he interviewed more than 1,000 sales leaders. He combined that with the answers from over 400 sales leaders who completed an extensive sales management performance study to put together...Read More
In today’s day and age, the rate of growth for sales accelerates at a striking pace. According to research from InsideSales.com, sales leaders project a 30.5% year-over-year sales growth from 2016, up from the 23% growth reported in 2015. What’s more, average deal sizes climbed 5.5% in 2015 and 17.1% of companies are using predictive...Read More
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