In the past, sales managers provided oversight, facilitated requests back to corporate to ensure that orders were expedited, and generally stayed out of the way, […]
Why Middle Market Companies Need to Ditch Consultative Selling
Most of us who were trained in sales since the 1970’s were taught the principles of “consultative selling.” However, the consultative selling skills of listening, […]
Motion vs. Movement in the New Era of Selling
We all want to have strong sales leadership coaching, land key accounts, and close more sales. But what path is your company and sales team […]
3 Ways Sales Representatives Will Win in the New Era of Sales
What salespeople need to bring to the table in this modern era of sales is significantly different from what they needed to bring in the […]
3 Sales Management Skills Necessary in Life After the Death of Selling
Last week I shared how sales management has changed. Today I am sharing the top three skills sales managers need to succeed in this new […]
