The Sales Management Problem

First, there’s the sales management problem: Sales professionals are promoted into sales leadership due to high individual performance, and not based on actual leadership ability. Then they are very rarely supported with leadership training, coaching, or support. But the problem  ... by George Brontén

Sales Governance and the Board

Revenue and profit are the fuel of a company. But few boards actively cultivate and recruit directors with a specific voice and expertise in sales. As organizations are faced with increasing pressures in all aspects of their business, the sales lens on the board is a differentiator. A strong board ... by Amy Franko

Will You Be a Victor or a Victim?

When the economy slows, you can either be a victim or become victorious at your competitors’ expense. Now I know that the coming recession has been discussed for what seems like years. And I don’t have a crystal ball, but I do know that slowing occurs periodically, and the economy goes ... by Gretchen Gordon

Fee Fi Fo Fum – AI, Friend or Foe in Sales

As Jack hid from the giant that was trying to eat him his purchase of magic beans seemed a mixed blessing. Luckily for Jack things turned out well. From his perspective. From the giant’s point of view it’s a different story. Some horrible kid invades his home, steals his gold, chops down his beanstalk then ... by Steve Hall

AI vs. Salespeople: Trust, Empathy, and Leadership Insights

As a leader, it’s easy to get caught up in the rush of AI tools promising to do everything but shake your buyer’s hand. However, in B2B sales leadership, striking the right balance between AI-driven efficiency and authentic human connections is critical for  your success. Let’s look at ... by Julie Hansen

I Fired a Great Salesperson

I fired a great salesperson. An introvert. Thin-skinned. A relationship builder. Struggled with prospecting. "Karen" was a mis-hire. The hiring manager had missed the signs she wasn’t a hunter and had inadvertently set her up to fail. No amount of training, guidance, or motivation can change a farmer into ... by Kristie Jones

Death to the 3X Sales Pipeline!

The Wisdom Heard ‘round the World Throughout my entire career, there has been one unrelenting mantra that remains unquestioned gospel from the mouths of every sales leader to the ears of every dutiful salesperson:  "You need to keep 3 times your annual quota in your sales pipeline" Surprisingly ... by Jason Jordon

Homicide Detective Makes Best Case for Sales Process

My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling.  Cold-Case Christianity is a book by J. Warner Wallace where he used his skills as a cold-case homicide detective to examine the claims in the Gospels in the ... by Dave Kurlan

Why I’m Interested in Selling

I grew up with a father, mother, and brother who seized every chance to read and teach themselves something new, playing “quiz time” every Sunday night. On our few family vacations, while other kids played tennis or hunted for seashells on the beach, we engaged in Seminar Hour, where each of us ... by Shari Levitin

Roaring into 2024 - A New Blog Series for Sales Professionals & Leadership Teams

This will be the year. Your year. My year. A year better than last. A year better than imagined. And, after much reflection and discussion with those who’ve supported my blog writing over the past five years, I’ve decided to pick 52 new words to write about. One per ... by Jen E. Miller

Automation in Hospitality: A Convenient Future or a Human Disconnect?

As AI and technology increasingly influence our world, the changes are often so gradual that we barely notice them—until they become transformative. In the restaurant and takeaway industry, the rise of self-ordering kiosks promises operational efficiency and cost savings. From my own ...by Hamza Rafique

Why SaaS Leaders Need to Start Coaching Selling Skills

SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. I want to explore why SaaS sales leaders prioritize deal coaching over skill coaching and provide insights on how they can more effectively develop the selling skills crucial for winning deals and creating sustainable ... by Steven Rosen