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...
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...
Aug 3, 2023 | Coach Effectively, Leadership, Research, Sell More
The five habits that separate the best sellers from the rest. If you manage a sales team, you know that not every salesperson is created equal. You probably have a few superstars who close more deals and generate more revenue than the rest. While there’s no one...
May 22, 2023 | Coach Effectively, Strategic Thinking
The holistic approach to sustainable growth The best CEOs are solid strategic thinkers with a vision they implement through strategic planning. Ironically, their approach to revenue generation is rarely as rigorous as their approach to the rest of their business. They...