December 2017

The Not-So-Fab Four

You certainly can’t judge a book by its cover. On the bookstore shelf, NYU business professor Scott Galloway’s “The Four: The Hidden DNA of Amazon, Apple, Facebook, and Google” appears to offer a reverent look at the giants of the tech industry.

Can motivation be coached?

When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Van Gundy is a smart basketball mind who now shares his insights as an NBA analyst on TV broadcasts. As far as I know, he’s not a brilliant business mind, so I didn’t think there would be cause to share his wisdom here again.

10-Step Process to Becoming an Elite Salesperson in 2018

I boiled down the content of the best books and seminars on selling skills to the basic 10 skills needed for long-term sales success. These top-10 selling skills set our company on a course of growing at 42 percent every year for 14 straight years.

8 Sales Enablement Predictions for 2018

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Here are my sales enablement and readiness predictions for 2018.

7 Conditions to Create a High-Performance Sales Environment

The dream of building a high-performance sales environment is not as elusive as it might seem. There are seven conditions, or building blocks, and they primarily impact salespeople, frontline sales managers, and – perhaps most importantly – the sales executive.

4 Ways to Hack Your Growth With AI

Regardless of your organization’s size, stage or current position on the B2B playing field, the key to victory is knowing your strategy. Artificial Intelligence (AI) is the latest technological innovation that will give your team the edge. Here are four ways to hack your B2B growth with AI.

The sales incentive journey

We’ve all heard that “success is a journey, not a destination,” but whoever said this obviously never had to achieve annual goals and quarterly targets. Executives know the dire consequences of missed goals, new product failures, or losing share. These things get you thrown off the bus quickly, bringing your journey to a screeching halt. And yet, to arrive at a destination, you must make the journey.

Technically, I Graduated

Online courses - many of them free - make it easier than ever to get smarter on the job.

Why Being Stuck In the Office Over the Holidays Is a Lucky Break

It's a myth that all executives take vacation at the end of the year. Put down the cookies and start dialing for sales. OK, you can bring the cookies with you to the office.

Putting Your Best Foot Forward: Using Data Analytics to Inform the RFP Process Before it Even Begins

Many sales teams fail to realize how to harness the insights garnered from RFPs to inform future business decisions. Here’s how proposal and sales teams across industries can — and should — apply data analytics to their RFP processes.

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