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No Product Differentiation? No Problem. A CEO Who Found Another Way to Grow

September 6, 2012
If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. Steve Grimshaw is the CEO of Caliber Collision Centers, based in Dallas, Texas. In 2009,...

4 Meetings You Need to Keep Sales Cadence

June 19, 2012
In my previous blog, I explored some of the communications necessary for field organizations to report back to corporate. Conversely, below is a breakdown of 4 meetings that you, as a Sales Leader, should implement in order to maintain the...

How to Implement Your Next Great Sales Idea

June 10, 2012
Sales Force Structure changes require even more change management attention due to their level of disruption.Great sales organizations are able to take new ideas from fruition to execution. This is how. Are you ready to drive change? Download this Free Tool...

Four Simple Steps to Right-Sizing your Sales Force

March 10, 2012
Unfortunately many sales leaders ignore market dynamics and focus primarily on cost and affordability when considering resource planning – see previous blog post for few popular but incomplete approaches. A more complete approach to Sales Force Sizing includes the following four...

The Transformation of a Sales Leader: A True Story from a Sales Consulting Project

February 22, 2012
ABC Company is a $280 million software company that helps its customers keep track of their intellectual property. Mike joined the company 8 years ago as its 15th rep and got promoted through the sales management ranks just about every...

Is Just One Sales Process Enough?

January 25, 2012
How many sales processes should you have These questions are a frequent topic of discussion amongsales leaders. This blog post will help you answer the question, “Do I need more than one sales process?” Although research by CSO Insights and others...

Eloqua CEO Defines the Perfect B2B Sales Leader in 2012

September 29, 2011
An Interview With Eloqua’s CEO, Joe Payne This is an interview with Joe Payne, the CEO of Eloqua, the leader in the marketing automation software industry. Eloqua’s products and services help companies grow revenue through superior lead generation. JK: Please describe the...

Sales Training—CEOs have spoken: 5 Must Haves for the 2012 VP of Sales

September 12, 2011
CEOs are growing frustrated with the old style sales managers they are interviewing. Why? The CEOs we are speaking with (inside and outside of the F500) are looking for a new brand of VP of Sales. Many of you are...

Sales Training– Failure of new VP of Sales is tied to change not skill

August 30, 2011
There is a gap in corporate America; current and prospective VPs of Sales are not aware of how to assess an organizations ability to change. The interview for the Big Job is focused on “turning over your baseball card”. They...

Is Your Sales Process Upside-Down?

August 9, 2011
Humor me and take a moment to see if your Sales Process is upside-down. Does it accurately describe each of the steps that your salesforce must take to convert a prospect to a customer? Is your CRM system able to...
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