Modern buying has fundamentally shifted all aspects of sales. Reps need a new mindset, skillset, and toolset to compete today.
Yes, the core skills are...
Ralph Grimse
Recent Posts
The end of the first quarter is only days away. It’s the first critical milestone of the year and will establish the momentum for the next quarter....
One of my clients was recently in the market for a new software platform. Like most buyers, this executive did extensive online research and pretty...
We’ve all been a part of a bad sales call. Maybe we were on the receiving end or maybe we observed it during a ride along. What makes a bad sales call...
Bill, a rep for a software firm, was on track to sell a large deal to a manufacturing company. He had known the CEO for more than 10 years, and in fact...
I recently talked with John Krumheuer, VP of North American Sales at SmartDrive Systems. We discussed the relationship between sales leaders and sales...
They go by many names: champions, mobilizers, sponsors, coaches. We can debate the nuances between them, but we can all agree that they’re critical to...
In California, we have a saying: ‘The future happens here first’. And that comment always seems appropriate at Dreamforce. During this annual...
Never before has sales had access to so much data. And you’d think that with this level of data there’d be more fact-based decision making....
In the coming weeks companies will start the cycle of updating their sales compensation programs for next year. Sales compensation is a critical...
