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Last Month's Winner

Tiffani BovaThe State of Burnout in the Sales Industry

In today’s fast-paced society, the line between work and life is fading, making mental health increasingly difficult to prioritize. Most individuals spend one-third of their adult lives at work, which can exacerbate conditions such as anxiety, burnout, and depression...The stress, depression and lack of feeling in control, that comes with burnout, are finally ... by Tiffani Bova

Last Week's Winner

Mark HunterIs My Tech Helping or Hurting?

What are the apps and tools that you’ve got in your life?.. Imagine this: I just pulled into a parking lot, and I had to back up a little bit. Of course, I have a back-up camera. In fact, I’ve got the self-driving features on my car also...I think of all the things that are available on this car, even things like the rear window defroster, the side mirrors, and all the alarms and alerts. What are they designed to do?.. They’re designed to really help us be more efficient. And that’s great. I have no qualms with ... by Mark Hunter

This Month's Winners

This Week's Top 10 Posts

George BrontenHow to Win More Deals With Stakeholder Mapping

In my experience, the #1 problem for salespeople engaged in complex b2b sales is failing to understand how customers and prospects make decisions...Some sales and marketing organizations attempt to solve this problem by mapping a generic “buying journey.” The problem with that approach is that the decision-making journey is not linear, differs between companies, and it can change from ... by George Brontén

Colleen StanleyYou Don’t Have a Coaching Problem, You Have a …

Many years ago, I was conducting a sales management workshop. One participant had a rather challenging member on his sales team. The other sales managers were generous in offering advice and insights to their peer. However, he had tried a lot of the coaching tactics and strategies they suggested... Finally, one participant had an epiphany...This statement helped this struggling sales manager realize the hard truth... by Colleen Stanley

Joe Galvin3 Key Questions to Determine Whether You Have a Winning Culture

With labor shortages impacting businesses across all industries, employers are grappling with how to retain and recruit people. Although benefits such as unlimited PTO and flex time are appealing, culture continues to be the differentiator for companies as they fight for top-tier talent... A strong company culture is like gravity: You can't see it, but you feel it every day in the workplace, and it keeps ... by Joe Galvin

Bob ApolloThe Law of Averages Does Not Apply to Complex B2B Sales

Soon after “The Challenger Sale” was published, you could see a stream of lazy commentators homing in on one percentage prominently quoted in the book – that the average B2B buying decision process was “57% complete” before the customer wanted to talk to a salesperson – and using it to justify their position on a bunch of unrelated issues...Similar figures have been published by other researchers, and ... by Bob Apollo

Bill BartlettMeasuring and Managing Sales Performance: If You Could Only Track One Metric, Which Would It Be?

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose?.. Lots of sales managers I talk to have already answered that question without giving the matter too much thought: their go-to metric is closed sales. That’s the number they check in on most consistently. They usually do that by means of ... by Bill Bartlett

Tiffani BovaPushing the Boundaries of Innovation

I hope you are enjoying my LinkedIn newsletter Think Forward: Trends. Inspiration. Bold Ideas. My goal is to share key takeaways and lessons learned from my What's Next Podcast, as well as my LinkedIn Live interviews. Every week, I'll share some of the highlights from my guests to help you think differently about growth, innovation and ... Alex Osterwalder is one of the world’s most influential innovation experts, a leading author, entrepreneur, and a member of the Thinkers50 list of ... by Tiffani Bova

Lisa Leitch7 Seedlings to Grow Your Business – No Cold-Calling!

Spring is an ideal time to be planting your prospecting seeds to ensure you’ll have a bumper sales crop this fall!.. I grew up on a farm and learned the importance of planting in the spring along with fertilizing and watering throughout the growing season – this is exactly what you need to do with prospecting to ensure you’re adding to your pipeline throughout the ... by Lisa Leitch

Dave KurlanWill Salespeople Travel or Continue to Work Remotely in 2022?

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts.  How liberating! Or so I thought...I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask.  Either everyone in the store was unvaccinated, didn't believe the vaccine would protect them, or they were afraid to go out in public without the mask... by Dave Kurlan

Darryl PraillSales Engagement vs. Sales Enablement: What’s the Difference?

The sales and marketing landscape is fast evolving thanks to new technologies that enable sales teams to engage prospects during the sales process...Access to customer data, metrics, and workflow automation makes selling easier...You just need to look into purchasing sales engagement software. Or do you need to go buy ... by Darryl Praill

Josh HardyTransform Your Value Proposition in the Subscription Economy

While new solution providers are being created within this model, traditional software organizations not born in the cloud are taking the hardest hit. The transition from perpetual licenses to a subscription model is challenging, fraught with peril and affects a number of solution management and marketing aspects, including updating and enabling sellers with ... by Josh Hardy

This Year's Month Winners

May: April: March: February: January:

The 2020 Placements

Gold

How To Lose A Year’s Worth Of Business (And Why You Should Try It) by Shari Levitin

Silver

Sales Enablement Talent: What You Need As A Sales Enablement Leader by Tamara Schenk

Bronze

10 Questions that Build Trust and Make People Coachable, Accountable and Engaged by Keith Rosen

Finalists

3 Strategies For Building A Winning Sales Culture by Mike Esterday

How to Harness Cognitive Bias to Win More Sales by George Brontén

Mastering the One Skill You Need for Business Growth by Tiffani Bova

The Business Baseline of COVID-19 by Joe Galvin

10 Critical Best Practices for Your Sales Force in This Crisis by Dave Kurlan

Now Is The Time to Step Up Customer Retention by Ali Cudby

How Much Does It Cost to Give Great Customer Service? by Shep Hyken

A History of Sales Enablement — and Predictions for Its Future by Jay Mitchell

Break Your Pitching Habit and Create this Habit Instead by Amy Franko