I’ll Send an Email

“The single biggest problem in communication is the illusion that has taken place.”  George Bernard Shaw During a recent coaching session for a large client, the room was filled with salespeople of various levels of experience and industry knowledge. Some of the...
Closing is Overrated

Closing is Overrated

Sales leaders are obsessed with closing.  Even movies elevate closing to a mythical status.  We’ve all heard the line, and maybe even implored our salespeople to, “Always be closing” (Alec Baldwin in Glengarry Glen Ross). The “State of Inbound 2018” report, which...

The 21-Day Solution for the Toughest Sales Weaknesses

Based on a recent post from Dave Kurlan. About a year ago, Dave Kurlan wrote a very popular article called, Persistence Over Polish, where he discussed the competencies that the top 10% of all salespeople were better at than everyone else.  The article identified 5 of...

Surviving in the Age of Amazon

Knowledgeworx recently published a white paper that analyzed the perfect storm of forces that has fundamentally changed the relationship between salespeople and their customers. The white paper and webinar playback are available at:...
Sales Management: Best Practices

Sales Management: Best Practices

It is early in the year and sales team everywhere have visions of grandeur.  Being optimistic is great.  Having a plan is better.  Are your hoping or do you have a plan?  Is your sales leadership up the challenge?  The data tells us…probably not.  That is a shame...

Can Self-Managed Sales Forces Succeed?

The data is in and the days of the swashbuckling, self-managed salesperson are over. There is no room for discussion. Top sales forces are closely-managed, disciplined and process-driven. Peduto Self-Managed Sales Force Article 2018_10_15 If you’d like to see how your...