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    editors pick

    Best Practices for Effective Sales Team Offboarding

    When an employee leaves a company, there’s always a period of transition within the company and on their team. During this period, a formal legal separation process is usually handled by the HR department. Additionally, the department manager and team members of the former employee work together to secure any assets and fill any gaps that the departing member leaves.

    by George Brontén • Editor's Pick

    How to Get Sales Onboarding Right

    Sales onboarding is an important part of building and growing a sales team. Successful onboarding improves retention, increases the pace at which new employees begin producing revenue, and ensures a seamless experience for your prospects and customers.

    by George Brontén • Editor's Pick

    There Are No Handicaps in Sales

    I love to play golf. What’s fun with golf is that it’s a difficult sport, both technically and mentally, and when you’re doing it, you really get into the flow. You can’t be thinking about anything other than your next shot.

    by George Brontén • Editor's Pick

    The Biggest Lever in Sales: Your Sales Managers

    What is the biggest lever in sales? The one thing you can upgrade to have the greatest impact on your win rates, deal size, sales cycles, and overall performance?

    by George Brontén • Editor's Pick

    Do You Say “Complex” When You Mean “Lazy”?

    Although my company explicitly serves the “complex B2B sales” market, I’ve never really liked the word “complex.” In its correct definition, “complex B2B sales” is an accurate description of a particular type of selling. But I also see people use it as an excuse:

    by George Brontén • Editor's Pick

    How to Apply Design Thinking to Selling & Buying

    If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design thinking.” Design thinking is a customer-centric way to approach problems and innovation, and according to McKinsey & Company, it’s one of the most effective ways to differentiate your company and products from competition.

    by George Brontén • Editor's Pick
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