Steve Kearns

Posts by Steve Kearns

  • 6 Must-Watch TV Shows for Salespeople

    November 7, 2019

    The binge-watch: a new activity for the new age of streaming entertainment.  With Netflix and on-demand cable enabling us to power through an entire season (or series) of a TV show in rapid-fire fashion, binge-watching is a common way to spend a low-key afternoon or evening — especially as the weather gets colder and the days get shorter. Spending hours rattling...

  • This Week’s Big Deal: Prepare a Winning B2B Sales Pitch

    October 28, 2019

    Back in ye olden days of baseball, pitches were simple. The player on the mound threw as hard as he could over the plate, hoping the batter 60 feet away would either miss or get himself out. Assessments of pitch quality were mostly based on gut feel and observation.  Today, there are all sorts of newfangled ways to analyze pitchers — velocity, spin rate,...

  • This Week’s Big Deal: Creating Togetherness with Jeff Davis

    October 21, 2019

    Sales and marketing teams are fervently focused on creating. We create strategies, and lead generation techniques, and content, and opportunities, and revenue. In these (frequently disconnected) efforts to create new business, the two units also tend to create a fair amount of friction. In his new book, Jeff Davis argues that the most valuable thing modern sales...

  • This Week’s Big Deal: Boosting Buyer Confidence

    September 23, 2019

    In a boxing ring, the trainer plays many roles. They serve as advisor, mentor, and coach. They scout out weaknesses in the opponent,...

  • 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,...

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

    September 10, 2019

    In many cases, inspirational sales quotes are timeless. The words of Zig Ziglar, David Ogilvy, Mary Kay Ash, and other legendary...