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Five ways B2B sales leaders can win with tech and AI
Winning in B2B Sales Now Requires More Than Grit — It Requires Tech and AI Mastery “The secret to sales success is…
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Reading Summary
Influence: The Psychology of Persuasion
Through detailed analysis and numerous real-world examples, Cialdini identifies six key principles of influence that are universally applicable. This expanded summary delves…
Meeting Summary
Theme: Bridging the Gap: Sales Enablement as the Key to Sustainable Growth
Introduction Sales success in 2025 and beyond is no longer just about closing deals—it’s about building scalable systems, integrating cutting-edge technology, and…
Free Download
Small Business Sales Assessment Tool
Sales are the lifeblood of every business, but too many small business owners manage sales reactively, without a clear structure, rhythm, or…
Meeting Summary
Theme: Sales Leadership
This document presents an extensive compilation of sales strategies, techniques, and best practices aimed at enhancing sales performance across all stages of…
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Is Your Sales Strategy Worth Scaling?
Trying to scale a successful sales strategy can often be a huge waste of time and resources. Not every success can or…
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Building next-generation B2B sales capabilities
The pandemic has converted B2B buyers to e-commerce in a big way. B2B sellers need new capabilities to meet their new expectations.
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The Sales Playbook of Successful B2B Teams
High-performing B2B companies are increasingly using sales plays–a coordinated set of actions to create and win an opportunity at a specific customer…
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Are You Paying Attention to the Right Sales Metrics?
Executives are responsible for the future value of any business. So, having a useful dashboard of leading indicators that are predictive of…
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How Midsize Companies Can Use Data to Compete with Digital Giants
The pandemic has hit midsize companies hard and rewarded Amazon and the other digital giants. Many midsize business leaders look at the…
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Designing Customer Journeys for the Post-Pandemic World
While using customer journeys to guide what teams build and how they operate is common practice, small differences in approach produce vastly…
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Sales Management Encyclopedia
In the Inc.com article titled “Sales Management Encyclopedia,” the concept of sales management is thoroughly examined, highlighting its pivotal role in steering…
Recommended Reading
Retention Point
The Retention Point – Robert Skrob Why this book matters Most businesses think growth is the game. More leads. More sales. More…
Recommended Reading
Whale Hunting
Tom Searcy’s central argument is simple: instead of chasing dozens of small, transactional deals, you identify and pursue a handful of “whales”—large,…
Recommended Reading
The Greatest Salesman In the World
I’ve seen it over and over again with leaders—those who win aren’t always the smartest in the room. They’re the most consistent.…
Recommended Reading
Influence: The Psychology of Persuasion
Influence: The Psychology of Persuasion You don’t read Influence the same way twice. The first time, it feels like a set of…
Reading Excerpt
Influence: The Psychology of Persuasion by Robert B. Cialdini
When making a decision, we will less frequently enjoy the luxury of fully considered analysis of the total situation but will revert…
Blog Post
Leadership Thought #455 – There Is No Business Without Sales
Allow others to handle the operational details. As the leader, you are by default the Chief Sales Officer. Your job is to…
Blog Post
Leadership Thought #198 – Are You Doing Business With The Right Clients?
Targeting the right prospects requires thought and effort. Every business needs to know when to say no. It's easy to say yes…
Blog Post
Daily Leadership Thought #87 – Focus on The Outside (Sales) and The Inside Will Follow
Most leaders I know would get better results if they spent more time looking outside their organization for opportunities and seizing them…
Blog Post
Daily Leadership Thought #67 – Networking Isn’t Optional
As a leader, you are the public face of your organization. You are the ambassador to the rest of the business world.…