Sales Management Articles

  • B2B Buyers on Quality vs. Price

    B2B Buyers Say Quality of Sales Interactions Matters More than Price

    October 10, 2019

    Editor’s Note: This guest post was contributed by Adele Revella, CEO, the Buyer Persona Institute. You'd be shocked at the companies that send salespeople who read from a brochure. Their solution is the best, but the presentation is the worst — they don’t understand us and can’t answer our questions. That’s the biggest reason we decide against them.  Are you...

  • Anatomy of a Successful Sales Meeting

    The Anatomy of a Successful Sales Meeting

    September 25, 2019

    Salespeople spend 19% of their time in sales meetings, according to SuperOffice. That’s one day of every work week dedicated exclusively to these critical engagements. If you’re spending so much time in meetings, but not properly preparing beforehand and following up afterward, you’re doing yourself a disservice. Preparing for, and following up after, sales...

  • 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...

  • Live With Sales

    The Next “Live With Sales Leaders” Examines How to Boost...

    August 15, 2019

    Sales professionals spend less than 40% of their time on non-selling activities, according to LinkedIn’s State of Sales report. More...

  • Most Important Sales Performance Metrics for a Digital...

    July 11, 2019

    In sales circles, it’s normal to hear impassioned talk about deals landed and lost.  Leading indicators? Not as much.  Maybe that...

  • Sales Coaching

    Sales Coaching is Broken — Here's How to Start Fixing It

    May 14, 2019

    These days you can find a coach to help you with everything from your golf swing to your marriage to your life. That's because we've...