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New Sales Leadership Habits for 2024

New Year’s Resolutions for Sales Leaders Repeatedly this month, I’ve heard the common statement... “Where did that year go to?” As we prepare for 2024, it’s the season for crafting new resolutions. Also, many of…
Kevin Doddrell
December 11, 2023
Article

The Seven Great Lies of Selling

As sales professionals, we are well acquainted with the intricate dance of communication. However, we are less likely to identify a trail of smoke and mirrors that can come from potential clients when discussing opportunities.…
Kevin Doddrell
September 11, 2023
Article

The First Sales Call

The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. I coached…
Lon Cunninghis
April 11, 2023
Article

Is Your Sales Team Recession-Proof?

As we enter a likely global recession and continue to deal with the aftermath of the pandemic, we are seeing some alarming trends in our 2022 Sales Challenges Surveys. These trends suggest many organizations are…
Lon Cunninghis
December 13, 2022
Article

Defuse the Disruption

As salespeople, our lives are very much about meetings… virtual meetings, as well as in-person. Effective, well-facilitated meetings are our most reliable path to success and help define our personal brand. But… what do we…
Vince Corica
December 6, 2022
Article

DNA of Winning the Strategic Deal

About 10-15 years ago, megadeals, especially IT service megadeals, were worth hundreds of millions of dollars… and in some cases, billions! IT service providers were set up to successfully manage and pursue these very large…
Ian Ramsbottom
October 20, 2022
Article

Words & Tone Do Matter

Remember your favorite teacher, coach, mentor, or advisor who had a large impact? What was it about the conversation that inspired and/or moved you in a positive direction? Now, turn your memories upside down and…
Ilsa Mendoza-Jackson
September 13, 2022
Article

Should We Fire the Coach?

The various football leagues in Europe have completed their seasons and some teams have performed very well. Real Madrid defeated Liverpool in the Champions League to win the ultimate trophy. Manchester City in England, Paris…
Jacques Bossonney
August 23, 2022
Article

Encounter Planning for the Win

As many of us are enjoying the good fortune by returning to normal ways of conducting business following the pandemic, one of the great joys coming back are client meetings. Real, live, face-to-face client meetings.…
Ian Ramsbottom
August 16, 2022
Article

Every Minute Counts

In an information, data saturated world, buyers are truly able to engage with sellers less and less. In a report published in Q1 this year from Gartner, in a complex B2B purchasing decision, the stakeholders…
Mary Casper
June 14, 2022
Article

Reach Back and Ask For More

Lush green front yards and gardens have experienced great year-over-year growth over the last couple of years as people spend more time outside than ever before. Our focus on health makes us more conscious of…
Article

Teams Win – That’s a Fact!

NASA’s January 8, 2022 announcement… James Webb Space Telescope completes epic deployment sequence….   It’s done. The biggest astronomical mirror ever sent into space is assembled and ready for focusing to enable humankind to capture…
Ian Ramsbottom
February 8, 2022
Article

Are You Afraid of Success?

"Everything you've ever wanted is on the other side of fear." I love this quote – I try to remind myself of it on a frequent basis. It jolts me a little when I realize…
Bill Wallace
January 11, 2022
Article

What Kind of Sales Leader Are You?

The pandemic has tested the capabilities of practically every leader on the planet, but perhaps none greater than Sales Leaders. With selling and working mostly virtual now, Sales Leaders have been forced to step up…
Lon Cunninghis
November 16, 2021
Article

Make Your Sales Coaching Be in High Demand!

Revenue Storm has been studying coaching for years across different cultures, companies, and geographies. We evaluated why some leaders coach better than others. We even considered whether coaching is a learned skill or a function…
Debby Rizzo
October 26, 2021
Article

The Power of Pause

With the world’s expectations for being dialed in 24/7, speed and responsiveness are of the essence. Sometimes to get the best outcome, particularly in the heat of a deal, it’s ok to hit a brief…
Mary Casper
September 14, 2021
Article

Selling Through Uncertainty

Besides the obvious impact of the pandemic, there are significant trends emerging you may not recognize yet. These will require us to change how we sell. The world learned how to buy almost everything online…
Lon Cunninghis
June 8, 2021
Article

What’s Your Story?

The secret in the book “Think and Grow Rich” is revealed by way of ideas and actions. As a salesperson, you can master this approach by applying thought to your client’s business and generating IDEAS…
Bill Wallace
May 11, 2021
Article

The Lost Art of Reference Selling

As sales managers, what are our most valuable assets? Our sales team, of course… but arguably even more important are our prospects and clients, without whom we have no business. Consider this: our existing clients…
Ian Ramsbottom
April 21, 2021
Article

Back to Basics

2021 is a year of possibility, but sales leaders must harness the energy and focus of their people to maximize their results. While this may appear overly simplistic, there are four components that are GUARANTEED…
Bill Wallace
March 16, 2021
Article

Keep It Real

There is a secret to building relationships and connection with people, which lends itself to successful selling. Many do not learn it until later in their career, if at all. The secret to connect with…
Bill Wallace
February 9, 2021
Article

This Time It’s Personal

“But they have much better relationships than we do…” How many times do we hear this about the competition from our sales executives? First thought? What evidence do we have that this is the case?
Ian Ramsbottom
November 17, 2020
Article

The Best of the Best

How do you become the best of the best in your sales career? In this article, we give you four key areas of focus which will enable you to move ahead of the pack.
Ian Ramsbottom
October 13, 2020
Article

Lights, Action, Camera!

When leveraged successfully, virtual selling – especially for strategic sellers, will afford you significant competitive advantage in the marketplace. Start with your camera! Learn more tips by reading this article.
Lon Cunninghis
September 8, 2020
Article

The New Pandemic in Sales

There are three critical things every Sales Leader should be doing now to deal with the new pandemic in Sales – Call Reluctance. Follow these steps to get your teams back up to full productivity.
Lon Cunninghis
July 14, 2020
Article

Adapt, Improvise, and Overcome

Selling is being redefined and there are five skills you'll need to adopt in order to be effective. Start focusing on these to create the necessary momentum that will carry you through this challenging environment.
Bill Wallace
April 7, 2020
Article

Tear Down Coaching Walls in 2020

Fellow Leaders and Coaches, let’s face reality…. When most salespeople are asked into a coaching session or sales deal review, their normal state of mind is, “How can I get through this meeting with the…
Kevin Doddrell
February 18, 2020
Article

Win Themes Done Right

Win Themes, poorly executed, sound like long, boring, bragging statements. They can ramble on about the benefits of products or services and likely sound a little different from any other competitor. Win Themes, at their…
Ian Ramsbottom
February 11, 2020
Article

Do Things WITH Clients Not TO Clients

Many people believe the ultimate goal in working with our clients is to become their “partner,” and not just another vendor. Yet, in a traditional selling process, most salespeople have several conversations with the client…
Lon Cunninghis
December 10, 2019
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

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 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

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 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
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