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 […]

What’s All This Talk About Gamification?

The issue of CRM adoption seems to come up a lot these days. After all these years, many companies are still having a substantial challenge getting their sales forces to align and comply with corporate CRM policies and procedures. I’ve written a lot about sales process automation tools like Dealmaker, White Springs, and Revegy, and […]

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 […]

Sixteen (More) of the World’s Top Sales Experts are Meeting. Get a Seat at the Table.

Thanks to the more than 2,000 of you who, as of today’s count, joined our last Sales Thought-Leader Panel Series either live or via our MP3 archive. Beginning in January, 2011, I will be moderating four new, unscripted, unedited panel discussions on today’s hot button sales issues. Join me online to listen, ask questions, and […]

The Challenger Sale: Taking Control of the Customer Conversation

If you’re in sales management or especially in a higher level sales executive position and you don’t know who the Sales Executive Council (“SEC”) is, you should. They’re part of the larger Corporate Executive Board, a $440 million public corporation that provides insights and tools to executives of large corporations through a participatory membership-based model. […]

Critical Success Factors for Sales Managers

Today’s Successful Sales Managers: Who Are They, What Do They Do, and How Do They Do It? Panelists: Dave Kurlan, CEO, Kurlan Associates Martyn Lewis, Founder and Principal, 3g Selling Steve Johnson, President, The Next Level Sales Consulting Richard Lane, Partner, durhamlane ltd. Archived The core issue for the discussion on Wednesday and for every […]