How to Win More in B2B Sales with Jeff Bajorek
Why do some sales teams keep winning while others seem to rely on timing, relationships, and a little bit of luck?
How To Stay Relevant In the Age of AI
Imagine this: It’s date night, circa 1999. Netflix hasn’t been invented yet, and you’re planning a cozy night in with your sweetheart. You head out to Blockbuster to wander the aisles and choose a VHS to pop in the player at home and snuggle up for a movie night.
Don’t Just Get Faster With AI, Get Better
By now, pretty much everyone knows that you can automate a lot of tasks with AI and speed up others. Salespeople can outsource writing emails, summarizing calls, analyzing data, and preparing reports. AI bots can manage incoming chats and help prospects access information.
How to Build a Repeatable Sales Process That Scales with Vic Ing
What happens when the way you sell works for you, but nobody else can replicate it?
Many founders and experienced salespeople grow through instinct. They know which prospects to pursue, how to handle conversations, and when to move a deal forward. But instinct becomes a problem when the business starts to scale and new salespeople are expected to simply “figure it out.”
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.
