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.

Jack in the Inbox: 3 Ways AI Will Cure Modern Email Woes

The average salesperson fields 100-plus email messages a day, looking for the prospects who are ready to buy. Software equipped with artificial intelligence can sort through your inbox like a personal assistant.

Is Your Company Failing Enough Times to Succeed?

The notion that failure should be avoided at all costs is actually holding marketers back. Failed tests aren’t efforts to be circumvented but embraced, as they ultimately enable curiosity, development, and growth by allowing a company to take risks, drive deeper thinking, and outmaneuver the competition.

Quotes to consider when it comes to practice

Beatles: 10,000 hours of performing to be great – who has 10,000 hours and such talent?
Fighter Pilots: Can listen to combat instructions on the radio while they’re engaging an enemy plane in a dogfight while paying attention to the controls – who has that rare set of skills?
Vince Lombardi: "Only perfect practice makes perfect," – how can you practice perfectly in an imperfect world?

3 tips on practicing from the experts

Yogi Berra apparently said, “In theory, there is no difference between practice and theory. In practice, there is.” Whether or not Yogi actually said this, it sits well within his canon of malapropisms. More importantly, there’s a keen truth to the phrase: practice is about action, not theoretics.

Personalize Communications and Win High-Value Clients With Account-Based Marketing

If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. There are, of course, tiers of customization required, depending on the size and importance of these accounts.

Lateral Thinking Can Increase the Value of Customer Conversations

If your reps are not having customer conversations that include critical thought, the chance of getting that person to do something different is slim. Lateral thinking can change the outcome of a sales call.