Jan 8, 2024 | Leadership, Sell More, Strategic Thinking
Boost Sales Growth: 3 Proven Strategies for Industrial Distributors In the competitive industrial distribution industry, achieving profitable revenue growth is essential. Here are three key strategies to help distributors thrive and stay ahead in today’s market:...
Dec 5, 2023 | Coach Effectively, Leadership, Sell More
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...
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...
Jul 8, 2023 | Hire Better, Leadership, Sell More, Strategic Thinking
Harnessing the Power of Position-Specific Competency Selection Models Business owners and CEOs repeatedly express frustration with finding sales talent. Slow ramp-up, long learning curves, and high washout rates exasperate them. Their angst is understandable. Most...
Jun 15, 2023 | Leadership, Sell More, Strategic Thinking
Note: This post was written to recognize a successful industry journal. The message applies to every sales force! The pitfalls of a traditional legacy sales approach When Sanitary Maintenance was first published in 1943, Franklin D. Roosevelt was President of the...
