Posts

3 out of 4 companies are taking the wrong approach to sales coaching

As you can imagine, I get to speak to a fair number of B2B-focused CEOs and sales leaders – and I can’t recall any of them ever disagreeing with the principle that effective sales coaching is an absolutely critical skill for first-line sales management. But the latest research from CSO insights suggest that 3 out […]

Equipping your sales team for success

We’re often asked by clients: “How can we replicate the results that are being achieved by our top sales performers?” In other words, they want to know what they have to do to get their whole team performing at the same level. This question almost always comes from sales managers, and whilst it’s a valid […]

Are your Salespeople asking the right questions…….

to add value to the conversation with an informed, self-driven prospect? Reading Paul McCord’s contribution to an interesting discussion on sales force ineffectiveness, initially started by Dave Brock over at The Customer Collective, led me to this question. I think this is a real challenge we have to become aware of and need to have […]

Kicking B2B marketing insights into action

At the end of day 2 at DemandCon, B2B marketing attendees should have all the advice you need to create a truly excellent Funnel Plan. The trick will be applying what you have learnt when you return to your B2B marketing company, and you are faced with the same problems that were there when you […]

Do you really need sales training?

Charles Besondy, President of Besondy Consulting & Interim Management, writes… Is revenue flat or heading south? Time to invigorate the sales force with the latest sales techniques, right? New head of sales takes the reins with the job of transforming the revenue engine. Time to bring in the sales trainers, right? Maybe yes. Maybe no. […]