If you’re like the average B2B sales organization today, you’re probably clinging for dear life to an organization-wide performance metric of ~80% of sales target. Most markets are seeing rapid, dynamic changes in the disposition of their prospects, number of competitors, and what customers require...
What separates elite performers from the rest of the field? How long did it take Mozart and Picasso to achieve “world class” status in their respective crafts? Are certain people born with a certain “it” factor that sets them up for lifelong success? These are...
Most people intuitively understand that teaching a new concept to an adult is much different than teaching a child. For starters, children (especially young children) approach a learning opportunity with a blank slate, meaning they have very few related past experiences that might influence their...
Many senior leaders don’t fully appreciate the complexity of creating a truly effective sales training program. Repurpose this blog post, pull some creative ideas out of a best-selling book, put it all together in a pretty slide deck and you’re done, right? How hard can...
If you are a sales trainer or sales enablement professional, you devote your time and energy to supporting the success of your team, but when do you set aside time to advance your own professional development? We are excited to announce that the Florida State University...
What is Cold Email Lead Generation? Cold email initiatives can be a great way to generate leads for your company, no matter what kind of industry you’re in. However, not many people are familiar with what cold emailing is, and most just assume that it’s similar...
Note: This article was originally published as a guest post on the LeadFuze blog. With just a couple days left until the end of the year, many salespeople are busy with the time-honored tradition of performance reviews and goal setting to guide their 2017 sales efforts. ...
We are proud to announce that PointForward, our video-based training and coaching solution, has been named one of the "Top Selling Tools of 2016" by SmartSellingTools.com. This recognition is awarded by Nancy Nardin, a nationally-renowned thought leader who focuses on sales and marketing enablement software. You can learn...
Quick question: Who has the shorter attention span… a 7th grade boy or an 8th grade girl? We’ll get to that in a minute. For now, let’s reflect back to when we were that middle school boy or girl. Try to remember what it was like sitting at...
Supporting, compensating and retaining top sales performers is an expensive endeavor. Reps who consistently perform at a high level are often the beneficiaries of costly training programs, additional administrative resources, generous compensation plans, and performance-based incentives that their peers may not qualify for. While these...
