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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated
for the modern sales organization.

Laurence Minsky

Author: Laurence Minsky

Laurence Minsky is an Associate Professor, School of Media Arts, Columbia College Chicago; a consultant focused on developing effective cross-channel marketing programs; a contributor to The Harvard Business Review; and co-author of The Activation Imperative: How to Build Brands and Business by Inspiring Action and Audio Branding: Using Sound to Build Your Brand, among other books.



Mar 18, 2020 8:00 am

Critical First Step: Leadership Communication Plan

When sales enablement, marketing or sales leadership decide to roll out a skills and competency-based training program, they often overlook a critical first step. They will typically reverse-engineer time periods where sellers are best suited for learning, such as the summer months, down times between quarters, or in preparation for Q4. They execute training programs … Continue reading “Critical First Step: Leadership Communication Plan”

Mar 10, 2020 8:00 am

Mission 100%: Learning Is The Ultimate Leading Indicator To Success

It’s interesting that as you grow and evolve in business, you see in hindsight mistakes in the way you communicated the value proposition of your product or service. And I confess that I made a giant mistake in the way I boasted about our certification process. Let me first explain the process, then the mistake … Continue reading “Mission 100%: Learning Is The Ultimate Leading Indicator To Success”

Mar 3, 2020 8:00 am

Leadership Training Has Gone From: Nice To Have, To Absolutely Critical

A couple of weeks ago I was listening to a podcast. It was talking to sales leaders, discussing how leadership development has moved into a critical state. In most companies, too many sales leaders are new to their role – and fresh to management. The company has spent a lot of time, money, and energy … Continue reading “Leadership Training Has Gone From: Nice To Have, To Absolutely Critical”

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