Steve Kearns

Posts by Steve Kearns

  • Sales Management Books

    8 Books Every Sales Manager Should Read

    September 19, 2019

    Doing things “by the book” isn’t a tenable strategy in today’s business world. Such a rigid mindset is doomed to fail in a fluid, complex, and ever-changing digital marketplace. But that doesn’t mean sales managers should avoid turning to great books for sage wisdom and guidance. Fortifying your expertise through absorption and distilling of information from...

  • Up Your Game with These Sharp Quotes from Modern Sales Experts

    September 10, 2019

    In many cases, inspirational sales quotes are timeless. The words of Zig Ziglar, David Ogilvy, Mary Kay Ash, and other legendary business figures hold eternal relevance and resonance. But for salespeople operating in this transformed modern marketplace, it can also be helpful to come across advice from others playing on the same field. Ziglar’s guidance on...

  • A Closer Look at Sales Enablement Trends in 2019

    September 2, 2019

    With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts.  A quarterback wouldn’t be too effective with no receivers to throw to. A running back is going nowhere without a line to run behind. And the entire defense would be lost without a coordinator and coaching staff in place to scout opponents, draw up schemes,...

  • This Week’s Big Deal: Tailoring Your Sales Approach for 2...

    August 26, 2019

    In sales, and in life, there are no one-size-fits-all solutions. This is where “best practices” tend to miss the mark — they might be...

  • Rise and Shine: 8 Best Songs for Salespeople to Wake Up to

    August 8, 2019

    Being a brilliant salesperson requires constant motivation. Unparallel resilience. Communication skills beyond compare. But it also...

  • This Week’s Big Deal: Helping Buyers Overcome Information...

    August 5, 2019

    Information overload is real. And for today’s B2B buyers, it’s a real problem. There was a time when it was difficult to find enough...