One of the responsibilities of leaders is to help their teams not only plan for the future but anticipate it. We spend a great deal […]
Hunt Big Sales Announces Re-brand
HBS new website and brand identity captures some of the energy and results they have delivered to 187 of the Fortune 500 in the US.
2021 Q3 Sales Trends Report
It helps to have a baseline for what is going on in the world of selling as you are considering strategy and focus. Here are our information, insights, and recommendations.
6-Must Have Traits of Superstar Salespeople
A number of my clients are in the process of interviewing candidates for large account selling. To help them find the best candidates, we go […]
3 Ways to Motivate Your Large Account Sales Team
In Daniel Pink’s important book, “Drive,” he convincingly shows that pay-for-performance is inversely related to complexity. Simply put, the longer and more complex a desired […]
7 Responsibilities Sales Managers Must Own
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, […]
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 […]
Sales Management in the New Era of Sales
I’ve called it–the era of selling we have been operating in is dead, but what does that mean for sales managers? If sales has changed […]
What NOT to Delegate in Life After the Death of Selling
You’ve heard it over and over again as CEO—delegate, delegate, delegate! Learning how to delegate is crucial for every CEO, yet research shows that one […]
3 Signs Your Company Is Going Extinct
“Extinction is what happens when the shared history of what works takes us past the point where we need to adapt.” A University of California, […]
Train Up or Trade Up
I get the privilege of speaking with thousands of CEOs about their businesses, their plans to grow and their challenges. The conversation often turns to […]
5 Steps to Solid Strategic Planning
I recently had the pleasure of speaking with John Myrna about his new book The Chemistry of Strategy. We discussed what it means to have […]
