Category Archives: Sales Leadership

Advice for a Sales Leader: How to Gain Control of Your Sales Pipeline and Forecast

By Sherri Sklar Recently I received the following email from a VP of Sales, asking for advice about his sales pipeline and sales forecast. Dear Sherri, I’m a Sales VP, it’s mid-March, and I’m sweating the end of quarter. Truth is, … Continue reading

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The Only Power Source that Really Matters in Your Company

By Jim Cathcart In a speech years ago to the executive team of Wal-Mart at their Bentonville, AR, headquarters – after meeting Sam Walton himself in the hallway – I explored the concept of where power comes from in an … Continue reading

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How to Become a Great Sales Coach

By Kevin F. Davis I’ve been thinking a lot about what makes the difference between sales managers who fail their teams, those who do a competent job, and those who excel. One of the factors that has the biggest impact … Continue reading

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Five Traits of Sales Leaders Who Always Beat Their Number

By Tom Stanfill My transition to sales manager was fairly typical. I was promoted from a role where I had excelled (selling) to a role where I was completely incompetent. In those early years of managing a team, I was more … Continue reading

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Are You Ready for These Shocking Changes in the Sales Profession?

By Adrian Davis Are you facing increasing sales targets and increasing challenges in achieving these targets? Well, it’s going to get even harder because of some fundamental shifts in our economy. I’m currently working in the robotics industry. Exposure to … Continue reading

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How to Empower Your Sales Managers to Coach and Train for Great Results

By Mike Kunkle I’ve written recently about why we should focus more on sales manager enablement in 2017 and shared a story about what often gets in the way. It’s important to clear those obstacles since sales managers play critical … Continue reading

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Five Crazy Ways to Motivate and Inspire Your Sales Team

By Sundance Brennan In a crazy world of quotas, deadlines, pipelines, and paperwork it’s easy for a sales leader to get distracted by the urgent fires that constantly come up. It’s easy to look busily at a computer screen for … Continue reading

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Selling in 2017: Three Trends to Watch

By Russell Sachs The sales industry is in the midst of a transformation due to the surge in sales enablement technology aimed at making sales reps more successful. In fact, venture capitalists have invested approximately $10 billion into the B2B … Continue reading

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Six Steps to Winning the Race for Value

By Adrian Davis Everywhere sales leaders are grappling with unprecedented, constant change when it comes to industries, customers, and competitors. As a result, sales leaders have to rethink their go-to-market strategies. Often, they reach out to consultants to help them rethink … Continue reading

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How to Make 2017 The Year of Sales Manager Enablement

By Mike Kunkle As 2016 draws to a close, sales organizations are assessing what worked – and where improvement is needed – to drive even better results in 2017. With one in five companies offering their sales managers no training at … Continue reading

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