Proof of Concepts (POCs) or “Pilots” are an excellent way to break into new accounts or companies. They are also a great way to flank a competitor where you are behind or regain momentum in…
Lon CunninghisSeptember 18, 2023
Can you remember the last presentation you sat through? If you can, then what can you remember about the presentation? What were the key messages? What did you learn? Was it compelling, or did you…
Ian RamsbottomJuly 17, 2023
Many salespeople believe they have great relationships with their customers, and many do. When we really think about that great relationship, does it mean the stakeholder is willing to sell on our behalf when we…
Mary CasperJune 20, 2023
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…
Ian RamsbottomMay 16, 2023
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…
Bill WallaceApril 18, 2023
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…
Kevin DoddrellMarch 28, 2023
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…
Kevin DoddrellJanuary 17, 2023
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…
Lori PrestonNovember 15, 2022
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 RamsbottomOctober 20, 2022
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-JacksonSeptember 13, 2022
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 BossonneyAugust 23, 2022
Having talked to sales leaders of late, I was surprised to see how many common themes have emerged. Staff management issues! I have always said that Sales Leadership is the toughest job in leadership. You…
Debby RizzoMay 24, 2022
As Sales Leaders, our primary role remains to attract and retain the best sales talent we can. Having done so, we create a working environment where each team member can achieve their full potential delivering…
Ian RamsbottomApril 19, 2022
The “Great Resignation” has been a phenomenon that has served as a topic of conversation for the past year. Many Sales Leaders have directly experienced the impact with anecdotes ranging from, “I have turned over…
Bill WallaceMarch 15, 2022
For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Rather than start the year 20 times, I actually started the “year” 240 times. Each…
Lon CunninghisFebruary 15, 2022
I will admit, I am frustrated to see such an important activity – sales coaching – become an overused and generalized term. In fact, many sales leaders will say, “Of course I do sales coaching.…
Kevin DoddrellDecember 14, 2021
The sole existence of almost all business technological innovation is due to the need to solve a customer issue or problem. From a proactive perspective, it is to improve the performance of the business by…
Mary CasperDecember 7, 2021
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 CunninghisNovember 16, 2021
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 RizzoOctober 26, 2021
“I QUIT!” I did not see that coming. Your top sales talent is being head hunted and after what everyone has been through, there are an increasing number of salespeople willing to listen to the…
Lori PrestonSeptember 21, 2021
“…but most of all, I would like to thank my team, and , my coach for his/her endless support and commitment to my success, for motivating me, and for never giving up and believing in…
Ian RamsbottomAugust 17, 2021
Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success.…
Kevin DoddrellMay 18, 2021
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 WallaceMarch 16, 2021
“Pick me up at the airport and you can brief me about the client on our way to the meeting.” As a sales leader, have you ever asked one of your salespeople to do this?…
Ian RamsbottomFebruary 16, 2021
Getting an audience with client executives is an increasing challenge these days. Learn how to help your sales team develop BOLD ideas to gain executive access and elevate their reputation with clients using “creative disruption.”
Bill WallaceOctober 20, 2020
Do you want to move deals faster through the funnel? Create a greater probability of success? Put more wins on the board? Then consider establishing a coaching flow and help stop the Value Proposition madness!
Bill WallaceJune 16, 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 DoddrellFebruary 18, 2020
Prior to the rapid growth of the virtual sales organization, many of us grew up in the environment of the “sales floor” with all salespeople in close proximity. Typically, everyone could hear each other’s calls.…
Kevin DoddrellDecember 17, 2019
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…
Kevin DoddrellOctober 15, 2019
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 CunninghisAugust 21, 2019
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 WallaceMay 21, 2019
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 DoddrellApril 15, 2019
The key to victory is not defeating the enemy but defeating the enemy’s strategy. Therein lies his vulnerability. ~SunTzu In order to understand your competitor’s strategy, there are 5 things you must know in every…
Bill WallaceOctober 23, 2018
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 DoddrellMay 15, 2017
