Sales Management Articles

  • Preventing Customer Churn

    How a High-Performing Revenue Enablement Strategy Can Boost Customer Retention

    January 16, 2020

    Editor’s Note: This guest post was contributed by John Moore, Vice President, Bigtincan. In a recent post the LinkedIn Sales Blog, "How a Revenue Aligned Organization Embraces Today's Complete Buyer Journey," I explored the journey from prospect to buyer to customer. What happens, however, when customers appear to be signaling their disenchantment? Can a...

  • Dare to Lead Book

    Books for Sales Managers: 'Dare to Lead' by Brené Brown

    January 14, 2020

    If you spend any time scrolling through your LinkedIn feed, you'll undoubtedly see countless posts extolling the virtues of amazing leaders and recounting the hazards of poor leadership. This drives to the understatement of the year: Good leadership is vital to employee retention, and realization of potential.  So what does it take to be a daring and...

  • Tales of Sales: How Mike Bengel Handles Sales Management

    Tales of Sales: How Mike Bengel Handles Sales Management

    January 9, 2020

    This is a strange new world, and we’re all figuring it out together. In trying to keep pace with the shifting landscape of a profession that lies at the crux of commerce’s digital evolution, sales pros can find guidance from numerous sources: blogs, eBooks, regular books, seminars, conferences, training programs, thought leaders, etc. But for many of us, nothing...

  • Heinz Report on Relationship Selling

    Unlock the Secrets to a Winning Strategy for Sales Teams

    December 4, 2019

    Editor's Note: A version of this guest post previously appeared on the Dynamics 365 blog and was contributed by Elisabeth Michaud,...

  • Live With Sales Leaders

    Live from Dreamforce: LinkedIn’s “Live With Sales Leaders”

    November 19, 2019

    It’s no secret that the job has changed for salespeople. Quotas are harder to meet. Sales technologies, ranging from CRM systems to...

  • Tales of Sales: Trust

    Tales of Sales: Building Trust as a Modern Seller

    October 23, 2019

    Trust is the glue that holds buyer-seller relationships together. This was true in the days of handshake deals and it’s true in the...