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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

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

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 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

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 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

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

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

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

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

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 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

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
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