Sales managers face a constant allocation decision. Time, attention, and coaching energy are finite resources. Where those resources are deployed determines whether team.

When sales leaders set out to improve performance, one of the first filters they use is industry. The logic seems sensible. In other fields, practitioners who have worked.

Most first sales calls go fine. They are professional. They are polite. Sometimes they are even engaging. And yet, they often fail to earn a second meeting. The reasons sound.

There are moments in business when a new tool simply makes work faster. And there are moments when it changes the standard altogether. AI is such a tool. In a recent IEPS webinar.

When sales leaders talk about negotiation problems, they usually mean one of three things: 1) price pressure emerges, 2) concessions are creeping in, and 3) deals that felt solid.

The executive revenue call starts the same way every quarter: "Which deals are closing this month?" Around the table, sellers recite their pipeline. Confident close dates..

Your most experienced seller has a fifteen-year relationship with one of your largest accounts. They golf together. Their kids went to the same college. The buyer takes their call.

A sales leader sits with a pipeline full of stalled deals. Forecasts are consistently wrong. Maybe 60% of the team is missing quota. There's a creeping sense of hopelessness..

We had a client with genuinely disruptive software for banks and credit unions. Not "innovative" in the marketing sense where everything claims to be groundbreaking. Actually.