Interview with CEO of Sandler Sales Training

Dave Mattson is the CEO sales trianing company Sandler Systems, Inc. which is a leader in international sales training and sales consulting. Dave first met David H. Sandler, the founder of Sandler Training, in 1986. He fell in love with the training material and methodologies right away and began working for  Read More >

What is Sales Performance Management?

There are several key trends in sales and sales management but one particular trend is especially exciting and transformational – the trend towards Sales Performance Management (SPM). SPM is an innovative discipline of sales management that is focused on driving more optimal sales performance with next-generation tools and metrics-driven best  Read More >

Aaron Ross – Predictable Revenue Drives Growth

Aaron Ross is the author of the award-winning bestseller Predictable Revenue: Turn your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com. He is also the CEO and Founder of Predictable Revenue, which teaches companies how to grow sales faster and more predictably. Previously, Ross helped create  Read More >

WARNING: Know Your 10 Sales Forecasts Killers

There are many challenges to forecasting accurately, but you can be more effective at accurate sales forecasting methods if you manage your “sales forecast killers” carefully. Consider these 10 key forecast killers and if they creep up into your opportunities then flag those opportunities as “at risk”. Timing Time kills  Read More >

What is Sales Coaching?

We recently attended a webinar hosted by Salesforce.com called “Sales Coaching Master Class with Tony Robbins,” featuring Tony Robbins and Walter Rogers. We were truly inspired and thought this would be a great time to write a post about what Sales Coaching really means. As discussed in a recent blog  Read More >

5 Key Reasons To Use Sales Forecasts

Sales managers depend greatly on the information provided by accurate  sales forecasting to guide their business decisions. In order to maximize sales and revenue while delegating resources and sales reps more efficiently, sales managers need to be able to predict the future performance of their organization as closely as possible. Here  Read More >

Sales Leadership vs. Sales Management

Leadership seems like a simple concept but it frequently perplexes us. Many of us confuse leadership with management – they are different.  Additionally, it is misleading that leadership is sometimes thought of as the rank or seniority of someone’s role in an organization. This is incorrect. To make things more  Read More >

What is Sales Management?

In recent years, Sales Management has changed more rapidly as a practice and profession than ever before.  A lot of this has to do with the rapid disruption in the sales industry and a transition to the Inside Sales model which is much more measurable and transaction driven. I thought  Read More >

Why LESS is More When Sales Wants Leads

Your sales team thinks that it needs more leads. So, you ask marketing to generate more and more that you think will help grow your sales pipeline and ultimately your bookings (and revenue). But does it really matter whether you get 1,000 leads or 100 leads if the output of  Read More >

Steve Richard – The Secret Sauce of Prospecting

Steve Richard is the Co-Founder and Chief Content Officer of Vorsight, an award-winning sales effectiveness firm that specializes in training B2B sales teams. Vorsight is currently ranked #1689 on Inc. Magazine’s list of the 5000 fastest growing companies in the United States. Steve was named one of the Top 25  Read More >