The Big Mistake in Picking a Sales Manager | Sales Strategies

   We've seen a lot of very high performing sales managers that come through our program. And one thing I noticed was that most of them were never the best salesperson in their organization. In fact, the majority of them had very little sales experience. They had enough to be credible in the marketplace and they had enough sales experience to know what it is like to face rejection and to get a big win.


Tomorrow’s Deal Depends on Value Today | Sales Strategies

   A few months ago, I was privileged to be invited to a seminar hosted by Gartner featuring a small group of top level thought leaders in sales. There were about six of us around the table and we got a preview of Gartner's research that they were rolling out at their sales summit later in the year. We assessed and discussed the research—in particular, how it applied to our clients.