Art & Science

of complex sales


Jason Jordan
Articles by

Jason Jordan

Jason Jordan is a partner of Vantage Point Performance, the world’s leading training firm focused exclusively on sales managers. He is a recognized thought leader in the domain of B2B sales and conducts ongoing research into the sales management best practices of world-class organizations.

Jason’s extensive research led to the breakthrough insights in his best-selling book, Cracking the Sales Management Code, and his writing has been published by Harvard Business Review, Forbes, Entrepreneur, Sales & Marketing Management, and many other leading publications. He resides in Charlottesville, VA, where he lectures at the University of Virginia’s Darden Graduate School of Business.

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Imagine: A World without Sales Managers

We all struggle occasionally to keep things in perspective. In particular, we start to take things around us for granted - things that are so embedded in our daily landscape that we stop recognizing them as being uniquely valuable.

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CRM: It’s Time to Get Out and Drive

What is CRM? A software? A database? A reporting tool? A methodology? A way of life? 

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Strategy vs. skill - a Las Vegas showdown

As veteran consultants, we have worked with practically every type of sales force, so we are rarely surprised by the clients we encounter. However, we have to admit we suspected someone was joking when we heard that a Las Vegas casino wanted us to help them with a sales force that services high-stakes gamblers.

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The Sales Process Club… Are You In Yet?

It used to be a joke among a small group of people… The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their importance to sales performance, and my newfound friend smiled and said, “Hey, you should join our club.”

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Proven Ways to Grow Revenue with Pipeline Management

Since so many companies have sales pipelines, you’d think that there’s a well-worn set of pipeline management best practices out there commonly used by sales managers. Even if that is the case–and I don’t think it is–do you know how many sales leaders struggle to manage their pipelines? An overwhelming majority, apparently.