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How to Boost the Revenue Impact of In-Person Sales Training
Sales Training that Drives ResultsWhen budgets are tight, training spend often takes the first hit. And too many enablement leaders still battle doubts about the ROI of in-person sessions.Yet, a recent...
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Your Best Commercial Kick-Off Ever (No Taylor Swift Needed)
Start Planning Your Best Ever Sales or Commercial KickoffBlame it on Taylor Swift. The bar for live events is higher than ever. Rising expectations are also spilling over to corporate meetings. You're...
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Leading Through Change: Managers as Compass and Cushion
Change in today’s sales organizations is constant. For front-line sales managers, navigating their teams through disruption is now a core job requirement.Great sales leaders are masters of change...
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Smarter Selling Toolkit
Mid-year is the make-or-break period for hitting annual sales targets.Don't go at it alone. We've curated a set of resources to help you and your team navigate this critical mid-year revenue period....
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The Deal Review Dilemma: Surface Skimming vs. Strategic Depth
How Sales Managers Can Master MEDDPICC Deal ReviewsToo many sales coaching conversations revolve around activity levels and surface-level deal updates:"How many calls did you make?" "Did you get the...
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MEDDPICC: The CRO's Secret Weapon in Uncertain Markets
When Every Deal CountsIn a market defined by softening demand, missed deals are no longer bumps in the road; they can derail the quarter. Chief Revenue Officers are under immense pressure to deliver...
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The Must-Haves for a Successful Global Sales Training Program
Sales Training on a Global ScaleOne of the statements we’ve heard a lot from our clients is: “We want to deploy a global sales training program.” We understand the appeal. A consistent methodology...
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Smarter Deal Coaching Guide
Smart qualification is more important than ever. MEDDPICC (and its related MEDDICC cousins) is the simplest, most actionable way to maximize the return on your sales calories. Review this guide to...
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Champion Candidate Assessment
Deal champions come with different titles, roles, and personalities. But the truly effective customer advocates and coaches have a specific set of qualities. Use this tool to objectively evaluate and...
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A Sales Leader's First 90 Day Guide
The pace of sales leader turnover is accelerating. For those new to the role, success is forged by your earliest actions. Start strong in your leadership position with this comprehensive planning guide.
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The Greatest Tool for Getting Deals ‘Unstuck’
Sharpening Your Deal Champion StrategyCustomer cost-cutting and market uncertainty continue. For sales teams, this means slower deal velocity and even more 'no decision' losses. The answer? Doubling...
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How to Advance Complex Deals Right Now
Turning Your Most Valuable Asset into Your Most Valuable PlayerOur recent pulse survey of more than 300 sellers confirms some hard truths: Deal velocity is slowing. Losses attributed to deferral/no...
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MEDDPICC: 3 Things You’re Not Doing That are Must-Haves in 2023
Smarter Inspection is Mission-Critical TodayIn a world of abundance, a few botched deals are simply speed bumps. But today, they’re complete derailers. Lackluster earnings calls, layoffs, corporate...
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SaaS Companies are Revamping Sales Comp: Here's How
SaaS companies are thinking differently about their sales compensation plans. We recently teamed up with SPIFF to discuss trends impacting their sales comp policies and design. Our webinar explores...
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Rethinking the SKO: 5 Actions to Take Now
Next Year’s Sales Kickoff Must Look and Feel DifferentIn-person SKOs were declared forever dead at the start of the pandemic. But now they’re back with a vengeance. Across industries and markets, our...
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"Pipelies" – The Sales Pipeline Mirage
We once consulted with a VP of Sales who worked for a large Fortune 50 financial services firm. He was having, like many VPs of Sales, an issue with his pipeline yielding enough to hit his number. If...
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CSO, CRO, VP of Sales: Which Leader Fits Your Company? Which Fits You?
For a growing company, more than half of revenue comes from existing customers. The CRO has clear revenue generation processes and resources to maximize up-sell, cross-sell, and renewals. The CRO is...
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Building Trust and Customer Relationships in a Virtual Environment
What if today’s unprecedented hybrid world can help build stronger relationships with customers? What if we became the type of sellers we always aspired to be? The type that genuinely care about...
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7-Point Checklist to Grade Your Sales Management Cadence
Great sales leaders demonstrate three traits consistently:They are great sellersThey are great coachesThey are great operators
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3 Essential Considerations When Reconstructing Your Sales Team
Consider this: Your company is growing and acquired several smaller players in your space in recent years. The newly combined selling organization is very disorganized. Reps are calling on the same...
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