The 5 Levels of Relationship in Sales
In this video session (15mins), Barry shares with us the 5 levels of relationship in Sales and how the messages...
What to Measure in Sales?
This video was inspired by a Sales Manager that asked, “We’ve implemented Sales Process, Salesforce.com, done a reorg, and can...
Training Reinforcement: Is it Back to Business as Usual?
Sales training continues to be a huge part of sellers’ professional development. Still, for the billions that have been spent,...
Sales Math: The Impact of Discounting
The “lever” Sellers are quickest to reach for when confronted by a buyer’s resistance, sometimes ever before encountering any resistance,...
Sales Math – Pipeline Principles
This video introduces the “3 V’s” of Pipeline Principles: Value, Volume and Velocity.
The Rise of Virtual Selling and the Implications for Sales Enablement
It’s time to take inventory. The two dimensions of change to evaluate are your position relative to the change and...
Ignite Your Sales Performance at the Intersection of Purpose and Passion
What does it mean to sell? And, given this obligation/opportunity, what does it mean to reinvent/redefine/rethink sales?
A Sales Enablement Conundrum: Who’s Coaching the Coach?
The room (and the online meetings) always become very quiet when we ask this question. Everyone knows the value of...
Why Now is the Perfect Time to be a Sales Professional… Even for Millennials
In the previous article, I introduced the notion of Sales as a Profession (SaaP) and some of the steps that...
Until the Sun Shines Again
Stay close to your customers and do right by your sales reps
Building a Sales Culture of Respect and Fairness
Gender neutrality is trickier than expected
Disband the Sales “Boys Club”
Three ways to improve equality, parity and a level playing field.
How the New AI – Authentic Intelligence – Can Improve Sales Productivity
I would like to suggest it’s time for a new AI: Authentic Intelligence.