Sep 22, 2021 | Leadership, Sales
A little over a year ago, I wrote a blog post about an incredible opportunity for Complex B2B Sales Leaders to address their talent shortage. Here is the blog post to refresh your memory: https://www.truesalesresults.com/what-kind-of-b2b-sales-leader-are-you/. Did any...
Aug 21, 2019 | Leadership, Learning
The great thing about Social Media is that everyone can easily publish their thoughts and opinions. And the worst thing about Social Media is that everyone can easily publish their thoughts and opinions. Anyone can now conduct “research” and publish their “findings”...
Mar 29, 2015 | Leadership, Sales
What impact does your first line of sales management have on overall revenue and sales performance? Based on 25 years of high tech enterprise sales experience, I submit that ensuring that your sales coaches can effectively coach is equally if not more important...
Feb 18, 2015 | Best Practices, Leadership
Why do most sales people struggle with territory development? There are several reasons behind this but it starts with the fact that sales management doesn’t typically convey clear guidelines around territory development expectations during the recruiting...
