Sales Learning Resources

Good Sales Culture – Seven Criteria to Apply

There are seven criteria you can use to determine if your sales culture is healthy.  From having realistic expectations to prospecting, ongoing education and a rhythm of accountability, this article outlines the seven things that create a healthy and effective sales organization. Expectations Everyone wants to know what is expected of them, and ideally, each […]

Selling Strategies – The Four C’s of Social Selling on LinkedIn

How can you use LinkedIn (LI) in your selling activities?  That’s a question we get frequently from our clients and the sales consultants we coach.  LI has emerged as a beast, particularly in the B2B selling space, and has made networking far easier and less time consuming than the old days.   In the BL […]

Sales Skills – How to become a trusted advisor

Salespeople, particularly salespeople in certain industries, are among the least respected occupations out there, bested only by attorneys and politicians.  Now that’s not me talking, but the annual survey done by the Gallup research organization. Why is that?  This article answers that question along with how salespeople  can develop their sales skills and transform from […]

Sales Management – How to identify a natural born salesperson

Sales managers and leaders are always on the search for good salespeople.  They’re hard to find.  Sales is a unique occupation – a demanding one with huge potential payoffs.  So what do you look for in a salesperson – one who has the potential to be a star? An article in Harvard Business Review (HBR) […]

Sales Performance – 3 Strategies for Elite Salespeople

Elite salespeople are the top 20% in their industries.  One stat I read recently reported the top 20% sell 62% of goods and services.  This excludes large capital sales.  How can the top 20% sell nearly two-thirds of all goods and services, while the remaining 80% only get what’s left? There are several reasons for […]