Top Sales Articles - the best 10 sales articles every week

The 2016 Top Sales Articles

January

Dave SteinFollow the Money

In 1987, I read a book entitled Business Rules of Thumb by Seth Godin. (It appears to be out of print.) I don't believe it was then, but at some point I learned this business rule of thumb: Follow the Money...I still use that process for ... by Dave Stein

February

Deb Calvert5 Timely Sales Lessons from Hilary Clinton and Bernie Sanders

Compared to your competitors, you are the most experienced, most knowledgeable and most polished sales professional. Your company has the strongest and ... by Deb Calvert

March

Ken ThoresonCreating Intensity

During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. They are not listed in any priority- as every sales organization is at differing levels of maturity and... by Ken Thoreson

April

Greg AlexanderHow to Be a Company You Would Want to Sell For

Why is it that some companies are magnets for the world’s best talent? Sure, having a great product is a good start – but there’s more to it than ... by Greg Alexander

May

Tamara SchenkWhy Content Has To Be A Strategic Imperative: Content Impacts Your Customer Relationships

Water is not only for living beings to drink...Water is one of the prerequisites for life on Earth...Content is not only for salespeople to ... by Tamara Schenk

June

Joe GalvinThe Politics of Business Decision Making

The “Buyer” has never been more popular than he or she is today. To some the buyer is fully informed, socially astute, connected to the always-on community and is some arbitrary percentage through the mythical ... by Joe Galvin

July

Bernadette McClellandAt Last!! The REAL rules of the game...

Take a trip down history’s memory lane for a moment. Our civilisation has got to where it is today through evolution, and each stage has called for a new game with new rules - socially ... by Bernadette McClelland

August

Frank CespedesTo Increase Sales, Get Customers to Commit a Little at a Time

Most sales models include a conversion funnel in which reps try to convert a marketing-generated lead into a prospect and then a customer through sequential steps. In this model, sales people are expected to make ... by Frank Cespedes

September

Keith RosenEvolving or Devolving? How Managers Brand their Team to Fail

It was the morning of the sales leadership coaching program I was delivering in Santiago, Chile for one of the world’s largest global technology companies. After sharing a quick story, we began to move around the room, where ... by Keith Rosen

October

Tim RiestererThe Next Step for Your Insights Message

Selling with insights is no longer optional — it’s mandatory for salespeople hoping to tell a distinct and remarkable story. But new research shows that if you’re only challenging your prospect’s status quo with surprising information and ... by Tim Riesterer

November

Cian McloughlinWHAT WAS SALES REALLY LIKE IN THE 'GOOD OLD DAYS'?

A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. I'm not sure if my grey hair had given him the mistaken assumption I’d begun ... by Cian Mcloughlin

December

Dave KurlanHBR is Wrong Again - Social Selling is not the Remedy for Lousy Salespeople

Recently, the Harvard Business Review Blog ran this story on how social selling will benefit B2B Selling. Really? Aside from the fact that it's old news, the story contained some misleading information!..In November of 2014, following a year of research, I ... by Dave Kurlan