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…
What can sales leaders do to drive engagement and lead to improved sales results? And what is Sales Engagement anyway? Sales engagement is a vital factor influencing a sales team’s success, encompassing the level of…
In today’s rapid sales landscape, Generative AI emerges as a game changer for sales professionals when used correctly, paving the way for in-depth prospect research and personalized outreach. The ability of a salesperson to bring…
No matter how much experience you have, reviewing the fundamentals of getting and keeping attention is always important. The market has changed, attention spans are shorter, and more “clutter” makes it difficult to stand out.…
Do salespeople seek out your coaching on their pursuits? If not, pick up something new here. A simple add to your coaching approach can elevate the experience salespeople have with you. AND get some more…
Sales managers are consistently required to deliver improved performance, not necessarily with increased resources, and even with reduced resources sometimes. Sound familiar? So, what can you do to ease the pressure and increase the team’s…
The multitude of changes that COVID-19 has created within the sales profession has been well documented. Remote work has erased the benefit of tenure and outside experience to a degree, making interactions stale, boring, and…
Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of…
What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption. This responsibility was floating around and has now found its home with sales leaders. Some of you are…
Your name will be on their list, right? Wait, what list? The list that pops into your team’s minds if they are in a conversation about the best leaders they have ever known or when…
At the beginning of each year, we traditionally reflect on our past and set goals for the future. As a sales leader, this is a good time also to reflect on our leadership and how…
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…
The shock showed on my face when the strategic business unit leader I worked for 20 years ago said in the middle of a conversation, “…for example, I coach you all the time.” To my…
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…
Half of the American workforce today is under 40 years old and are expected to change jobs far more often. What are we doing as sales leaders to retain the best talent in this group?
The anxiety and uncertainty caused by our new reality has created a lack of personal and professional momentum. Recapture your passion, commitment, and direction with secrets used by elite military, business leaders, and top performers.
The global pandemic has forced companies to change how they work, which has significant impact on how we sell. Social distancing is another barrier and selling virtual may become the foreseeable new norm.
Sales Leaders today are typically so busy responding to internal company requests, overall management of their team, and even selling or talking to clients that coaching their people falls into the “if I had more…
Although there is no exact formula to build a great salesperson, there are a few key factors that elevate an individual salesperson to the level of greatness. It is difficult for sales managers to recruit…
The classic definition and role designation of “Hunters” and “Farmers” has become obsolete and counter-productive to a sales organization’s revenue growth. Traditionally, Hunters were people that enjoyed the pursuit of opportunities with new accounts, while…
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…
I am sure many of us affectionately remember playing Clue (aka Cluedo). The fun involved in following the clues, uncovering agendas, and taking risks — so many twists and turns throughout. It is a game…
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…