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This Week's Top 10 Posts

Mark HunterHow to Succeed in Sales

I simply love working with salespeople... What bothers me is the turnover we have in sales. It is amazing the number of people who get into sales thinking they are going to make a lot of money, and then they struggle, they fail and they fall off...There is around 15 to 20% turnover in sales every year. This number is ... by Mark Hunter

Dave MattsonThe Difference Between Managing and Coaching Your Salespeople

Sales leaders often become confused by the differences between coaching and managing. Part of the reason for this confusion is simple optimism: we all want to be great coaches, and we are often inclined to give ourselves the benefit of the doubt when it comes to determining whether that’s the case. And while we ... by David Mattson

Tiffani BovaHow Businesses Can Be a Platform for Change as we Emerge From ...

Our world is changing dynamically and quickly, which has caused people’s perceptions on social issues to evolve. Salesforce is committed to listening to its global stakeholders on major issues impacting the world...Salesforce surveyed over 20,000 global general population ... by Tiffani Bova

Tamara SchenkFrom Virtual Selling to Virtual Enablement

Looking back on a pandemic-driven year, we learned a lot about remote selling, virtual selling and engaging via video...For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. For others, it was a bigger challenge as they had to get used to ... by Tamara Schenk

Jay Mitchell3 Steps to holding your team accountable

We have discussed why it is important to hold your team accountable, but what does this really look like? Is it breathing over their backs and checking in on every single thing they should be doing – some may call this “micro-managing”? Is it providing clear guidelines and letting them run with ... by Jay Mitchell

Shep HykenThree Strategies Successful Service Organizations Must Do In 2021

As customer service continues to be vitally important to running a business, there are several things customer support organizations must focus on to separate themselves from the competition...Let me introduce you to Melissa Matross, SVP of product management at Salesforce, who shared ... by Shep Hyken

George BrontenHow to Maximize Selling in a Virtual Environment

I caught up with Dave Shaby, one of the authors of RAIN Group’s latest book, Virtual Selling, to get some answers. Here’s what he had to say about how to maximize selling in a virtual environment...I asked Shaby to talk to us about what he’s hearing from the hundreds of ... by George Brontén

Brian SullivanMajor Accounts – The Great Treasure Hunt

Winning a large account’s business is a significant achievement that brings new revenues and profits. With major accounts, though, the victory is only the beginning...In a recent survey by The Sandler Research Center, the topic of client retention was highlighted. Sales respondents worldwide were asked ... by Brian Sullivan

Mike EsterdayWill You Be Able to Keep Your Superstars in 2021?

Coming off of a tough year in 2020, more employees are feeling burned out and overwhelmed. With the stresses of the pandemic, uncertainty in the business environment, and pressures of working from home and juggling personal and professional lives, we’re all looking forward to a fresh start in 2021... by Mike Esterday

Dave KurlanAre Sales Managers Coaching More Frequently Now That Everyone ...

Nearly a year into the Pandemic, most salespeople have adapted to selling over video.  But how are sales managers doing at adapting to coaching their sales force over video?  Inquiring minds want to know...We know how sales managers were doing before the pandemic.  It wasn't very good and I wrote ... by Dave Kurlan

Last Week's Top Post

Dr Barbara Weaver SmithHow Big Sales to Big Companies Are Different

Despite their challenges, large account sales can yield superior business outcomes for both buyer and seller. For the buyer, a big deal is often a game changer for the business—a deal that will make them significantly better in some meaningful ways—such as product, service, sales, distribution, or operations...For the seller, a big sale ... by Barbara Weaver Smith

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