The Sales Review

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

Matthew Cook

Author: Matthew Cook

Matthew Cook is a serial entrepreneur and has over 20 years of sales and management experience in inbound sales and marketing and recruitment. As the founder of SalesHub (https://www.saleshub.ca/), he helps companies generate leads, boost revenue, and adapt to the new way customers buy.

Dec 3, 2019 6:10 am

What skill-based capabilities are your sales enablement teams mastering in the 2020s?

Times are changing for sales enablement, and it’s not good news. The sales enablement function is at a crossroads. Why? What we’re seeing is an out-with-the-old, in-with-the-new type mentality regarding sales enablement leaders. Unfortunately, sales enablement has been an afterthought for many organizations, and is treated as a second-class citizen inside the sales function. It … Continue reading “What skill-based capabilities are your sales enablement teams mastering in the 2020s?”

Nov 29, 2019 10:00 am

Why are you so afraid to “pull your reps out of the field”?

I’ve probably have heard the above statement 20 or 30 times per year for the last seven years. Whether we’re planning kickoffs, doing business reviews, or any kind of live, virtual, or on-demand training programs, sales leaders give me the same excuse time and time again, no matter what the industry: I DON’T WANT TO … Continue reading “Why are you so afraid to “pull your reps out of the field”?”

Sep 20, 2019 1:04 pm

Social Media for Sales vs. Social Selling: What’s the Difference? [Infographic]

For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things:

Sep 18, 2019 1:00 pm

You’re Buying People’s Knowledge, Not Just a Training System

I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think.

Aug 30, 2019 1:00 pm

Train The Trainer: What Most Sales Enablement Strategies Are Missing

After seven years of working with 350-400 customers, it recently dawned on me that there’s a fundamental flaw in the sales training industry. For context, consultants like us typically go into market and provide sales leaders with basic training on how to be a coach of modern, digital sales skills. We then train the sellers … Continue reading “Train The Trainer: What Most Sales Enablement Strategies Are Missing”

Aug 12, 2019 1:00 pm

Digital Selling Framework: Strategy First, Execution Every Day

At Sales For Life, we’re huge proponents of strategy over execution. Here’s why. The number one problem sellers have with pipeline creation or business development is that they and their managers believe that doubling, tripling, or 10x-ing down on activity levels is the only way to increase pipeline. (That being said, there are many organizations where … Continue reading “Digital Selling Framework: Strategy First, Execution Every Day”

Aug 8, 2019 12:30 pm

HOW??? Fortune 50 Customer 3x’s Sales Pipeline in 90 days

We’ve been working with a Fortune 50 company over the last couple of years, and it’s been incredible to watch how they’ve incorporated modern, digital selling with traditional calls, email-based selling, and account-based marketing as part of the trifecta of success. This company is at the cutting edge of AI and machine learning, and has … Continue reading “HOW??? Fortune 50 Customer 3x’s Sales Pipeline in 90 days”

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