Can I tell you a sales story?

Mar 29, 2015 | Best Practices

People are hard wired to tell and listen to stories.  Human beings have been telling stories for thousands of years,  just ask a caveman.  Good story tellers are engaging and dynamic.  Great story tellers draw an emotional, visceral response. Every...

VPs of Sales: Challenge Your Managers to Think Differently About Sales Productivity

Mar 29, 2015 | Regular

No one ever said that you had to be an Einstein to run sales, but his thoughts do apply: “Insanity is doing the same thing over and over again¨ but expecting different results” Yet many sales leaders seem to accept living with the insanity of sales...

Why the Sales Middle Class Matters

Mar 29, 2015 | Best Practices

According to most respected economists, the health of a nation’s economy can be directly correlated to their income inequality distribution curve.  This blog post is not a politically charged piece, rather it intends to draw an analogy between the...

7 Signs That You Might Need Sales Enablement Help…

Mar 29, 2015 | Best Practices

Have you ever watched the Jeff Foxworthy comedy sketch “You Might Be a Redneck If”?  It’s a funny bit with little blurbs that may signal you are a redneck.  He’s made a lot of money off that series of jokes, and I believe there is an...

Does Context Matter in Sales?

Mar 29, 2015 | Best Practices

Let’s start by providing Oxford Dictionary’s definition of context: “The circumstances that form the setting for an event, statement, or idea, and in terms of which it can be fully understood and assessed.” Inherently the definition tells us...