Some call them blogs—we call them must-reads

You, as a sales leader or as an individual sales contributor, are asked year-after-year to grow top line revenue by typical double digits, and you are struggling to come up with the “right sales strategy.” What can you do? What if you are asked to...

Effective sales enablement functions optimize the buying and selling process. World class sales teams have an enablement function that also supports the organization’s marketing efforts.Let me explain what I mean. The goal of any sales enablement function is to increase efficiencies, revenues, new acquisitions and...

Connecting with key decision makers is crucial to any deal. Let me tell you what I mean.Early in my career, I worked for a leading global professional services company and we were going after a big deal. I’m talking about a deal worth nearly $2...

Companies must invest in their people – there’s no way around it. As the third “must know” reveals, making significant investments in your top talent shouldn’t be optional. In reality, it’s essential for the long-term growth and success of an organization.Some executives are reluctant to...

Creating a successful sales organizations is more than finding the right talent and implementing a robust development initiative. If your sales function isn’t aligned with the overall strategy of your organization and has executive buy-in, you’re in trouble.According to Harvard researchers, 70 percent of major...

We know getting access to top executives is important, but knowing what to do when you get there is a difference maker for world-class organizations.We studied more than 1,600 executives to get a better understanding of how they make decisions. Based on our findings, we...

Once you have identified what great looks like in your sales organizations, your job as a leader isn’t finished. In fact, it’s just getting started.The fact is, most of us cannot get by on talent alone.Let me give you an example. When we attend a...

Arming yourself with key industry data points, graphs, white papers and a 40-slide deck would, intuitively, position you strategically to proactively address every concern or question executives may have during key C-Suite meetings. The key phrase being, “questions the executive might have.”  Sales leaders are...

A good sales professional will tell you the key to success is getting access to executives. That’s true to a certain degree, but there’s more to it than just reaching the C-Suite – those who make the buying decisions. Getting access is important, but it’s...