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Archive | Sales Performance

The Agile Selling Imperative

Blog post by on April 24, 2014

Today’s sales teams are overburdened with the information they need in order to be successful. In an ever-evolving marketplace, buyers have evolved – but sales teams haven’t. The result is sales enablement and operations teams create more …

Beginning, Finishing, The Space In Between

Blog post by on April 24, 2014

Yesterday I had the privilege of spending a day with the founding team of one of the most exciting start-ups I’ve seen in years.  These people are sharp, excited, and have an idea that can change the …

8 traps successful women avoid in b2b sales

Blog post by on April 24, 2014

A few weeks ago we posted a blog: 6 traps successful women avoid in b2b sales. The 6 traps we identified were: Copying male salespeople versus leveraging your unique differences. Questioning that you belong. Seeking praise from …

Salesperson As Entrepreneur

Blog post by on April 24, 2014

When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility.  In many senses, we really are entrepreneurs. Entrepreneurs run their own businesses.  They have goals, translated both …

Unique, Differentiated? But Are You Relevant?

Blog post by on April 23, 2014

It’s critical that we differentiate our offerings and solutions from the alternatives the customer is considering. Marketing, product management, and sales all spend endless hours trying to figure out that differentiation, to create that edge. But too …

Book Review: The Collaborative Sale

Blog post by on April 23, 2014

When Eads and Sullivan, the owners of the Solution Selling methodology, came out with a new book, I jumped at the chance to read it. The book is great and you should read it. Why? Some History: