Sales Trends Articles

  • 9 Movies Every Salesperson Needs to Watch

    March 20, 2019

    The scent of popcorn wafts through the living room. Assorted candies and snacks are spread out across the coffee table. You’ve loaded the sofa up with blankets and pillows for maximum comfort. Is there anything better than movie night? I can think of one thing that upgrades the experience: When those movies you settle in to enjoy offer value beyond mere...

  • This Week’s Big Deal: Managing Churn on the Sales Team

    March 18, 2019

    The final season of HBO’s smash hit Game of Thrones is now less than a month from its debut. For fans of the show, this evokes a combination of excitement and apprehension. We’re eager to see our favorite characters back on the screen, and dreading the possibility that any of them could be goners in an instant. One of the few places you’ll find more turnover...

  • Steady Sales Pipeline Flow

    This Week’s Big Deal: Turning Sales Pipeline Growth Into a Reality

    March 11, 2019

    With baseball season fast approaching, I’m reminded of the most legendary line from the movie Field of Dreams: “If you build it, they will come.” As salespeople, it’d be nice if readymade buyers were marching out of the cornfield, but as we all know, nurturing sales pipeline growth is not quite so simple. You can’t just build a solid B2B sales strategy and then...

  • Avoiding unforced errors in B2B sales

    This Week’s Big Deal: Avoiding Unforced Errors in B2B Sales

    March 4, 2019

    Even as most of the nation is still buried in snow, the telltale signs of spring are starting to crop up. The trees have a few buds on...

  • Amazon logo

    The Amazon Effect: How It’s Changing the Role of the Sales ...

    February 26, 2019

    You might recall sales industry experts arguing not too long ago about whether selling as a career option would be viable in the...

  • Lending a Helping Hand

    This Week’s Big Deal: Mastering Buyer Enablement in B2B...

    February 25, 2019

    Do you remember opening a CD case to read music lyrics? How about watching movie credits to learn actors’ names? Or, for that matter,...