Apr 12, 2024 | Coach Effectively, Leadership, Sell More, Strategic Thinking
Leading and Lagging Sales Indicators: The Secret to Unlocking Sales Success If you have ever invested, you have probably heard the warning: “Past Performance Is Not Indicative of Future Results.” SEC Rule 156 requires mutual funds to tell investors not to...
Jan 8, 2024 | Leadership, Sell More, Strategic Thinking
Three Strategies to Jump-start Sales Growth In the competitive landscape of the industrial distribution industry, achieving profitable revenue growth is no easy task. However, it is essential for distributors to thrive and stay ahead in today’s market. To...
Dec 5, 2023 | Coach Effectively, Leadership
Selling B2B services and products to Millennials and Generation Z requires a different approach. Millennials and Generation Z now hold the decision-making keys for most B2B purchases. A recent Forrester Research study of nearly 14,000 B2B buyers found that younger...
Nov 13, 2023 | Coach Effectively, Research, Sales Compensation
It’s Not Just About Compensation H.L. Mencken famously said: “For every complex problem, there is an answer that is clear, simple, and wrong.” I’m not sure he was talking about sales compensation, but he may as well have been. When sales...
Sep 13, 2023 | Coach Effectively, Leadership, Research, Sell More
The three habits that distinguish the best sales managers Are you wondering what separates elite sales managers from the rest of the pack? We measure 21 sales manager core competencies. In addition, to be strong across the core competencies, elite managers share three...