The Death Of Sales Management
It must seem strange to see the author of The Sales Manager Survival Guide writing about the death of sales management. Clearly, something is off. Even worse, I’m cheering this on!
Driving Sales Performance with Mindset and Behavior with Dave Brock
In this episode of The Art and Science of Complex Sales, our guest Dave Brock returns to explore what really separates consistently high-performing salespeople and teams from everyone else.
Sales organizations invest heavily in processes, training, technology, coaching, CRM, and now AI. But two people can work inside the same organization with exactly the same tools and support and still perform very differently.
Dave argues that the missing piece is the connection between those sales mechanisms and the mindsets and behaviors required to make them work.
Drawing from his latest book, The DNA of Sales Excellence, he explains why sales performance improves when organizations stop treating tools, processes, and people as separate initiatives and start connecting them as one system.
Three Reasons Salespeople Shouldn’t Be Afraid Of AI
AI technology continues to saturate and disrupt almost every industry, growing both in capability and adoption. Many professions and companies have been feeling the shock as it takes over functions that once were solely the realm of human beings.
How Great Sales Leaders Create Better Performance with Morne Smit
In this episode of The Art and Science of Complex Sales, our guest Morné Smit returns to explore one of the most important responsibilities of a sales leader: creating clarity.
Sales teams are surrounded by noise. Economic uncertainty, competitive pressure, endless activity, overflowing inboxes, and constantly changing technology can quickly pull people into reactive behavior. Morné explains why the answer is not simply more activity. Leaders need to help their teams understand what matters, what they can control, and where their time and energy will have the greatest impact.
Morné also explore how beliefs drive behavior, why preparation becomes even more important as sales teams scale, and how separating high-payoff activities from low-payoff work can transform performance.
5 Things I Learned About AI On My Summer Vacation
Like most people in my country, I take several weeks off every summer to spend time with family, travel, and relax. This year, something special happened.
Three Hidden Reasons Your Salespeople Aren’t Making Cold Calls
Over the past several decades, thought leaders have repeatedly predicted the death of cold calls. First, it was social media and LinkedIn that was going to kill them by ensuring every phone call was a warm one. Then it was content marketing that was going to do it, by delivering a steady stream of solid, happy leads directly to salespeople’s inboxes.
