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…
Vince CoricaFebruary 21, 2023
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
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
Who knew that Sean Combs (aka P Diddy) would send a message that stands the test of time? Five years later, and it is still “all about the Benjamins, what?” In a 2022 Gartner report,…
Mary CasperAugust 9, 2022
By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where…
Lon CunninghisJune 21, 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
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
Welcome to 2022! As a Sales Leader, you hopefully have your business goals mapped out, your business plan completed, and are charged up for the new year. If you do not, that is an issue,…
Kevin DoddrellJanuary 18, 2022
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
A key determinate of growth is the ability of a sales organization to win the largest strategic deals. So, why do so many of our clients that are focused on these types of deals say…
Kevin DoddrellJuly 27, 2021
In the pre-pandemic environment, selling and sales leadership were comfortable and relatively predictable. As the new reality took over, the quick scramble was on to embrace the virtual necessity. The result of moving into a…
Bill WallaceJune 15, 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
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 RamsbottomApril 21, 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
After 2020’s dramatic market changes, sales leaders must re-examine their approach to achieving their 2021 sales targets, including their approach to pipeline management. Now is the time to implement a science-based approach to planning.
Lon CunninghisJanuary 19, 2021
“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 RamsbottomNovember 17, 2020
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
Relationship Mapping in an account may be a common practice, but it can actually do your seller more harm than good. Learn how to set aside traditional Relationship Mapping in this article.
Kevin DoddrellSeptember 15, 2020
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?
Ian RamsbottomAugust 18, 2020
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 CunninghisJuly 14, 2020
You would be surprised how many salespeople do not set and execute a strategy to outmaneuver the competition. This is especially prevalent with RFPs, where far too much time is spent on the solution. This…
Kevin DoddrellJune 17, 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
The next 15 days are going to help you set the pace for the future. Despite an extremely challenging business environment, these 10 actions will help you to weather the storm and establish success.
Bill WallaceMay 19, 2020
What can be done to minimize deal slippage? Well, there are three critical success factors which, when executed well, can significantly improve your hit rate for deal signing. Are you aware of them?
Ian RamsbottomApril 14, 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
Is a hidden danger lurking inside your Account base? Instead of having a competitive advantage as an incumbent, you may have a competitive liability! As leaders, we often recognize success and celebrate team wins. Yet,…
Bill WallaceNovember 21, 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
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 WallaceSeptember 17, 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
The most under-leveraged and misused asset in a sales opportunity is the Executive Team. Correctly involving themselves in an account or sales cycle is an art that few Executives have mastered. Executive customer calls are…
Kevin DoddrellAugust 13, 2019
There is a saying, “If you’re the smartest person in the room, you’re probably in the wrong room.” Unfortunately, we all fall into the trap where we rely on our experience and position to, perhaps…
Bill WallaceJuly 18, 2019
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 WallaceJune 18, 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
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 WallaceMarch 15, 2019
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 RizzoFebruary 15, 2019
As we move into a new year, there is always excitement and hope for what is to come. We look ahead with aspirations for 2019. Yet we remain aware of the volatility in today’s ever-changing…
Kevin DoddrellJanuary 11, 2019
The sales environment is going through an amazing amount of disruption at a staggering pace. Strategic sales organizations must adapt to the changes or risk falling into the downward spiral of lower win-rates, loss of…
Bill WallaceNovember 9, 2018
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 KacorJanuary 10, 2018
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 KacorDecember 7, 2017
The lack of consistent and sustainable high sales performance can be credited, in most instances, to poor Governance. The question for Sales Leaders is “where are you going to set the performance bar?” and “What…
Bill WallaceNovember 27, 2017
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 RizzoAugust 15, 2017
The 2nd half of the year is upon us and many organizations are close to falling behind their assigned sales plans. This is the time where leaders must take a step back and conduct an honest…
Bill WallaceJune 20, 2017
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 WallaceMarch 20, 2017
