Nov 6, 2019 | Coach Effectively, Hire Better, Sell More
One of the laments that we repeatedly hear is that “it takes a long time to learn our industry”. That statement is usually made in the context of a discussion about how it takes “a couple of years” to get a salesperson to be productive. Seriously? The truth is that...
Sep 30, 2019 | Coach Effectively, Sell More
“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...
May 29, 2019 | Coach Effectively, Sell More
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...
Mar 6, 2019 | Research, Sell More
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:...
Feb 22, 2019 | Coach Effectively, Research, Sell More
It is early in the year and sales team’s everywhere have visions of grandeur. Being optimistic is great. Having a plan is better. Are you hoping, or do you have a plan? Is your sales leadership up to the challenge? The data tells us…probably not. That is a...
