Earlier in my career, I was challenged by my sales manager to resuscitate a historically underachieving sales territory. It was a vertical market—healthcare—and it was limited by having very few (approximately one hundred) target customers in the region. I developed a...
Practically overnight, COVID-19 has ushered in numerous changes to sales teams and the workplace at large—from a mobile, collaborative, and group-based environment to an individualized and isolating work-from-home dynamic. But...
Time is money. This famous aphorism, coined more than 270 years ago by the eminently quotable Benjamin Franklin, hasn't lost its relevance. Today I'd like to focus on this lesser-known excerpt in the same essay: “He that can earn ten shillings a day by his labour, and...
How to Set a Realistic 2021 Sales Quota Predictability, in the age of modern B2B sales, is often hard to come by. Each new year brings new challenges. Changes in the local marketplace, tectonic technological shifts, broader economic factors, and even social...
It’s that time of year again. End of year sales are over and business output has downshifted. Many are knee-deep into post-mortem analyses of the prior year while budgets await allocation. For leading content marketers, the season’s lighter load is the perfect...
After managing virtual sales teams for two-plus decades, we share best practices for managing a remote sales team.
Technology is now outpacing expertise, creating a skills gap that can lead to lost business. Find out what steps to take future-proof your org and attract top talent.
