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Article

Stop Speaking Wonka

There is a major issue within Sales and Marketing that, if corrected, will pay immediate dividends. Too many of our salespeople are working too low in their client’s organization. They are limiting their upward mobility…
Bill Wallace
September 17, 2019
Article

The Epidemic in Sales Leadership

I first wrote about a trend I saw in Sales Leadership in 2014, and now, five years later, its reached epidemic proportions. It’s called “Whack-a-Mole Management.” You remember the arcade game. The moles would pop…
Lon Cunninghis
August 21, 2019
Article

Dare to Do Things Differently

The saying, “Insanity is doing the same thing over and over and expecting different results” is widely attributed to Albert Einstein. Those of us in Sales and Sales Leadership have related to that quote at one point…
Bill Wallace
July 10, 2019
Article

Leading from the Heart

So many companies publicly state, “people are our most important asset.” If you transparently discuss this with most salespeople, you’ll quickly learn they don’t believe it. The harsh reality is there has been an increasing…
Bill Wallace
June 18, 2019
Article

Less Is More

The number of new social media networks seems to be growing exponentially! It’s hard to keep up and determine which ones to join. After you decide, you have to figure out who to follow, add,…
Lavon Koerner
June 11, 2019
Article

The Four Disastrous Phrases

There is a way to immediately become a better Sales Leader, but it requires practice and diligence. It can be summarized in one word – evidence. As Sales Leaders, we are overloaded with too many…
Bill Wallace
May 21, 2019
Article

How to Get to Your Flow State

Distinguishing yourself as a great sales coach, one who can help your team exceed its goals, is directly related to your ability to get into your groove, or flow, as a coach. Mihaly Csikszentmihalyi, who…
Kevin Doddrell
April 15, 2019
Article

The New Playing Field

Those of us who have been in business-to-business sales for a long time can easily recall being asked by our manager or coach about the ever-elusive decision maker.  “Are you the decision maker?” We were…
Kevin Doddrell
April 8, 2019
Article

An Investment in You is an Investment in Your Team

The business-to-business sales profession is rapidly changing and evolving. Working in more complex environments with sophisticated solutions demands more business acumen, a greater understanding of personal client agendas, knowledge of proposed client outcomes, and a…
Bill Wallace
March 15, 2019
Article

Does Your Team Know You Care?

Whether you are starting to lead a new team or reflecting on your existing team, it is wise to understand how your rapport impacts your team’s sales success. Having a strong relationship with team members…
Debby Rizzo
February 15, 2019
Article

3 Secrets to Sales Success

There are three secrets to selling that can immediately affect your performance if you embrace them, study them, and apply them. The secrets to selling are: Understand the political environment Be human and explore emotions…
Bill Wallace
April 25, 2018
Article

Selecting Your Go-to-Market Strategy

Every wise business person wants to gain a competitive advantage in the marketplace.  How can we set ourselves apart?  By having a very smart, clear, well executed and fully aligned Go-to-Market Strategy! A Go-to-Market Strategy…
Revenue Storm
March 19, 2018
Article

Congrats on Your Promotion! Now What?

Congratulations on your promotion! Now What? For many, the promotion into your first sales management position can be one of the most exciting and scary times in your career. The excitement of leading a team…
Tom Kacor
January 10, 2018
Article

The Toughest Job on the Planet

Many may argue, but it has been said that the first line sales manager role within the technology industry is the toughest job there is.  For many, this opportunity is their first venture into a…
Tom Kacor
December 7, 2017
Article

The Elevator Pitch Reimagined

With attention spans falling, and the competition for our limited attention rising, the demands on what it takes to deliver a successful elevator pitch have gone up big time. A salesperson can no longer reasonably…
Lavon Koerner
December 4, 2017
Article

The Science of Selling

The B2B sales profession continues to evolve at a rapid rate due to client demands. Unfortunately, the sales training industry has not kept pace and is rapidly becoming obsolete. With the cost of sales too…
Bill Wallace
September 18, 2017
Article

Don’t Be a Sore Loser

I could never be in sales, I am too sensitive, I can’t take rejection, good sales people are heartless. One of the sweeping generalities of sales people is that they do not have feelings of…
Lavon Koerner
September 8, 2017
Article

Sales Attitudes by the Numbers

Revenue Storm is excited to share the findings of an online sales survey. This was conducted by RevXL, LLC with Lon Cunninghis, an independent contractor. The survey polled US-based Vice Presidents of Sales from 19…
Revenue Storm
August 30, 2017
Article

The Death of a Leadership Mantra

We have all heard, “You get what you Inspect, not what you Expect.” This is directed toward leaders to elicit better performance from their people. The notion is, leaders too often think, "My people know…
Debby Rizzo
August 15, 2017
Article

The Seven Great Lies of Selling

It seems that the “Seven Great Lies” stories are expanding year after year to apply to all sorts of criteria, whether it be from politicians to parenting, or from success to sex! We, as salespeople,…
Kevin Doddrell
June 9, 2017
Article

The Power of Opportunity Coaching

I recently had the pleasure of participating in a client’s coaching conference with more than 180 sales leadership executives in attendance. The focus was on creating a winning competitive sales culture through the adoption of…
Kevin Doddrell
May 15, 2017
Article

Become a Sales Shark

The sales culture is ever-evolving, yet the aggressive approach has declined dramatically, creating issues central to accomplishing revenue plans. It is true, sales is more demanding with challenging complexity and reliance on technology, but many…
Bill Wallace
May 5, 2017
Article

Do Your Values Create Value?

In the 90's and 2000’s there were long, arduous focus groups dedicated to creating the two or three sentences that would define you as an organization: the beloved mission statement. Often, arriving at those statements…
Mary Casper
April 17, 2017
Article

Can a Better Economy Be Bad News?

Goldman Sachs is cautiously forecasting an economic improvement in Global Growth of 3.5% driven by financial incentives and improvement in the growth of the US GDP. Sales leaders look to an improving market as an…
Bill Wallace
March 20, 2017
Article

Do You Need to Kill Your Deal?

The average solutions salesperson wins 2.5 out of every 10 deals. A big reason for that performance stems from chasing unqualified opportunities. That is the blunt truth. Every funnel yields a large number of opportunities…
Bill Wallace
March 13, 2017
Article

Strong Openers Make Great Closers!

There is an old saying in the world of Sales—“ABC”—which is better known as “Always Be Closing.”  It was commonly used by sales managers in the days of typewriters and photocopier selling. So let us…
Lavon Koerner
May 3, 2016
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