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Dec 24, 2019 9:00 am
2020s Trends: Team-Based Selling & Regionalized Learning

In 2019, we noticed a particular trend that we fully expect to continue into the 2020s: companies are looking at selling as a team sport. Role-based, prescriptive learning is still critical, there are nuances to every role, and when learning a new sales methodology or new global method strategy, companies focus on regionalized learning, because … Continue reading “2020s Trends: Team-Based Selling & Regionalized Learning”

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:

Jul 25, 2019 12:02 pm
Pipeline Creation: Strategy Crushes Tactics for Breakfast

Every month I do a mentorship call with Matt Sharrers, the CEO of Sales Benchmark Index. During these calls, I’m working on my business, as both an investor and CEO,rather than working on the tactics.

May 13, 2019 11:05 am
How Will You Sell With A Restrictive US Privacy Policy Act?

Since the year 2000, we’ve witnessed the rapid evolution of new technologies, government policies and global economies that have had a serious impact on how companies do business today. The stats are in and it’s clear that B2B buyers have changed the way they do business in this rapid change but have you or your … Continue reading “How Will You Sell With A Restrictive US Privacy Policy Act?”