Top Sales Articles - the best 10 sales articles every week

The 2019 Top Sales Articles & Posts

2019 Top Sales Article Winners
And the 12 posts that were selected each month as our top post.

January

Krista MooreThe Best Ways to Create A Culture of Accountability NOW

Sales leaders often ask, “How do I create a culture of accountability?” Before we can tackle this question, we must understand what their current culture looks like, how they got where they are today, and what needs to change to make them more successful...Wouldn’t it be great if you would only hire individuals with the maturity ... by Krista Moore

February

George BronténHow to Handle the Many-Headed Hydra of Sales Technology

In ancient days, there was a great sea serpent with sharp teeth, poisonous breath, and many heads. It was called the hydra, and it terrorized all who came near...Many heroes attempted to defeat the hydra, but instead ended up at the bottom of the sea. For, every time one struck off one head of the hydra, two new heads would ... by George Brontén

March

Joe Galvin3 key takeaways from ‘CEO Projections for 2019’

After riding high on optimism in 2018, many CEOs of small and midsize businesses say they feel the tide is turning for the U.S. economy — and choppier waters may lie ahead for their companies...That’s according to data from the Q4 2018 Vistage CEO Confidence Index survey, which polled 1,257 CEOs from small and midsize businesses … by Joe Galvin

April

Deb CalvertHow Do I Get A Promotion To Sales Manager?

Just because the next rung on the career ladder is the role of sales manager doesn’t mean it’s the right role for you. One reason why so many sales managers fail is that the work of selling is quite different from the work of managing. Many former sellers find themselves ill-equipped to do the job. Many also find that it’s not work they ... by Deb Calvert

May

Tiffani BovaBuild trust or fail – it’s not just about a commitment to protecting customer data

Customers are increasingly demanding a wraparound personalized experience, driving companies to deploy Artificial Intelligence (AI) and other technologies, such as machine learning and analytics...But actually delivering those personalized experiences requires more than AI; it requires ... by Tiffani Bova

June

Shep HykenWhy The M In CMO Should Be An X

For many years I’ve been preaching that customer service is the new marketing. Give your customers something positive to talk about and they will tell their story to their friends, colleagues and family members. That’s marketing – specifically known as Word-of-Mouth (WOM) marketing. It is driven by ... by Shep Hyken

July

Keith RosenWhy The Greatest Salesperson Who Doesn’t Sell Will Always Sell

Adrian was responsible for managing the sales team for one of the largest sporting goods and boating distributors in his town. He recently hired a new salesperson to work in the boating and fishing section. After two months, Jerry, the new salesperson, was outselling ... by Keith Rosen

August

Colleen StanleyThe No. 1 Coaching Mistake Made by Sales Managers

You are one of those great sales managers that understands the value of sales coaching. You consistently hold one-on-one coaching sessions and are fully present during them. But you still aren’t getting the results you’d like to see from your sales team. What’s missing?..In your role as a seller, precall planning was ... by Colleen Stanley

September

Integrity SolutionsIs Your Sales Training Doing Any Good?

How comfortable are you taking your current salespeople—with the level of performance and skills they have right now—into an increasingly competitive marketplace?..The business environment isn’t getting any easier to navigate. If anything, the challenges are getting more complex, and new disruptors and competitors are lurking at every turn... by Integrity Solutions

October

Jill KonrathThe ONE Value Proposition You Need

If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible...The truth is, like diamonds in ... by Jill Konrath

November

Barb GiamancoConstructing Sales Success – Tips for Women in Sales

Selling in today’s 21st century environment is more challenging than ever. That means that our ability to transcend obstacles to success is as much about managing our beliefs, mindset and attitude, as it is about being highly skilled at the various aspects of the selling process...Research supports that a ... by Barbara Giamanco

December

Dave KurlanThe Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople

86% of all salespeople have beliefs that don't support ideal sales outcomes.  That's important because beliefs influence behavior, and appropriate sales behavior drives results.  Think about sales process, sales methodology, sales strategy and sales tactics. Salespeople who have the ability to execute those ... by Dave Kurlan