Can You Really Measure Sales Culture?


For decades sales leaders have been discussing how to get the highest levels of performance of their teams. Some would make the case that the answer lies in a company’s sales culture and how the team is built and developed within that culture. In many cases, culture is managed and measured by intuition, leaving scaling a sales organization a […]

Does Your Sales Team Have True Grit?

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grit (noun): firmness of character; indomitable spirit; unyielding courage in the face of hardship or danger True Grit Your sales team has process, skills, and plenty of product knowledge. So what’s keeping them from landing that next deal? By Jennifer Bohanan International sales strategist Andy Miller of Big Swift Kick says that whether you’re managing […]

Secrets of an Independent Sales Consultant

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Every week or so I get an email asking for advice from someone who is interested in becoming a independent sales consultant. In some cases they’ve found themselves out of a job. Others want to transition into what they consider a dream situation. I’ll answer a short question or two by email for those who selfishly just […]

How Salespeople Become Business Advisors

I’ll be speaking next week at ITSMA’s 20th Annual Marketing Conference in Boston. The theme is, “The New Face of Marketing.” As a run-up to that event, I was interviewed by Dan Armstrong, Director of Research and Thought Leadership at ITSMA. Here is the interview as published on ITSMA’s website. Thanks to Dan and ITSMA for […]

I’m Done With Sales Teams

I expect to take some heat for this post. Perhaps I’m way off base with my opinion. Maybe I’m not, after all. I hope you’ll let me know your thoughts in the comment section. Background During my formative years I played the trumpet. I practiced hours a day—so much so that I missed most of […]

The Best B2B Customer Service I’ve Ever Seen

Great teams of any sort are rarely great without great leadership. When I think of great team leaders, I think of Kristi Fox, Second Vice President of Group Client Relationships, at Minnesota Life, a Securian Company. The Client Relationship Department at Minnesota Life includes 24 associates who manage group life insurance relationships nationwide. Many of […]