Art & Science

of complex sales


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How to Set 2020 Goals Your Team Will Actually Meet

As we move into the first quarter, many of us are focused on and excited about our goals for the year – whether they’re personal, professional, or organizational. We all want this to be a year in which we actualize our plans and accomplish everything we set out to do.

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Why you need to kick your addiction to data

Millennials are killing everything. At least, that’s the message in the media right now–they’re killing the mortgage industry, they’re killing diamonds and golf, and they’re even killing napkins.

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Our Numbers Aren’t Laws Of Physics!

We tend to think of the Laws Of Physics as fundamental truths about how things behave.* For example, F=M x A (Force is equal to Mass times Acceleration). We always calculate force using this formula, it is universal. These Laws represent fundamental behaviors of objects and very predictable properties.

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Why working harder might make you less effective

“Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.”

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How to harness the power of flow to make more sales

If you could perform at the peak of your abilities, wouldn’t you want that? What if you could harness the same ability for everyone on your sales team? Steven Kotler, the co-founder of the Flow Research Collective and leading expert on human performance, says you can, by harnessing the power of “flow.”

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Sales And Sales Management Is Broken

I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven’t had the opportunity to read it, make sure you take the time to download and study it. It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement.

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3 fundamental goals of sales leadership

The art and science of sales leadership is clearly complicated, but the fundamental goals of sales leadership - at least from my observations of complex B2B sales environments - seem to be remarkably consistent:

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What is sales effectiveness and how do you measure it?

What is sales effectiveness? If you ask a room of 100 sales professionals, you’ll likely get 100 different answers. Some will talk about performance against goals, while others may refer to revenue or profit. Many say effectiveness has to do with making better use of one’s time.

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Here's how to set more realistic sales goals

Goal setting is an important part of motivating and holding salespeople accountable. The right goals give salespeople something to stretch for, plus the satisfaction of achievement when they do. When goals are realistic, they will also improve forecasting. Unfortunately, many sales teams struggle to hit the sweet spot between “challenging” and “achievable.”