The B2B Revenue Executive Experience

The world is continually going through a great deal of transformations. Whether these are digital transformations or sales transformations, they all mean the same thing: change has become the norm wh…

“How do you plan to maximize your income?” We get asked this question a lot by sales leaders and coaches. 

We sat down with Brian Burns, host of The Brutal Truth About Sales & Selling, to discuss fi…

Is fear influencing your career? Are you focusing on your customers’ problems instead of providing solutions?

We spoke with Townsend Wardlaw, LinkedIn influencer and solo consultant since 2009, about…

The term “sales enablement,” is thrown around a lot and can mean different things to different sales professionals.

We sat down with Paul Bickford, Denver Chapter President of the Sales Enablement So…

A few weeks ago we discussed five things that make a great comp plan. It’s still early in the year and comp plans are a hot topic. Many sales reps don’t believe they can negotiate their comp plans, b…

As social networking online continues to evolve, less and less salespeople are comfortable picking up the phone and calling decision makers. Some may even think that cold calling doesn’t work.

We sat…

It’s the beginning of the year and companies are beginning to roll out new comp plans. For salespeople, especially ultra high performers, comp plans are one of the primary motivators for structuring …

More and more organizations are implementing virtual selling as they reevaluate their travel budgets, cost of sales and changing desires of buyers.

Sean Campbell, CEO of Cascade Insights, a B2B marke…

Sales is a rollercoaster profession – everyone who’s been doing it for a long time knows there’s days where you feel like you’re on a treadmill going nowhere. No one is responding, you can’t keep the…

You’ve no doubt heard the phrase “content is king,” but content alone is never enough. To be a successful content marketer, especially in the B2B world, you need to be plugged in to the sales side of…

With the onslaught of artificial intelligence and new technologies impacting the sales profession, the question is often asked: “Will people still be relevant?” It’s generally agreed that yes, salesp…

We wanted to kick off 2018 by talking about something on the top of everybody’s mind as they plan out the new year – prospecting. Time and time again, prospecting is ranked as the highest priority am…

It’s common for sales professionals to move around a lot. In fact, the average tenure of a sales executive is just 18 months.

Brian Burns, host of The Brutal Truth About Sales & Selling, sat down wit…

With a rise of big data, there are more and more opportunities for companies to leverage their analytics and drive different approaches to business return.

We sat down with Jon Kondo, CEO of OpsPanda…

Everyone is familiar with the phrase “customer experience.” But what about the experiences a customer has with a sale before signing on the dotted line?

We spoke with Barb Giamanco, author of The New…

At some point, every company has to consider what type of a sales team they will use. Outsourcing sales can benefit companies by not only improving ROI, but by providing a core competency in somethin…

Demos play a critical role in every sales process. Oftentimes, just being prepared to give a demo isn’t enough. Sales professionals need to be mindful of other factors besides knowing their products …

Sales training has long been viewed as a necessary evil, lacking a major component to success: negotiation training.

We recently interviewed David Bauders, CEO of Strategic Pricing Associates, a comp…

Most of us fear public speaking. That’s a problem in client-facing professions like sales, where presentation skills can make or break relationships.

So why don’t more of us actively try to break out…

The industry of sales training has been revolutionized by the idea of prescriptive training.

This industry has experienced many new developments in recent years.Oftentimes, companies are focused on s…