Don’t BANT, Just CHAMP – Sales for Champions

Most sales professionals are familiar with the qualifying acronym and methodology called BANT – Budget, Authority, Need, and Timing. But there are a few fundamental flaws with BANT. For example, the implication with BANT is that “B” or Budget comes first. However, Need, also known as pain, problem or challenges  Read More >

Rob Merklinger – Tactical Insights from a Sales VP

Building and managing a sales team is Rob Merklinger‘s specialty. In fact, over the past 12 years, Rob has put together a diverse resume, encompassing sales management in a variety of different roles at various software companies. Starting out at Oracle, Rob rose from the ranks of a regional sales  Read More >

To Succeed, you Must Fail, and Fail More

Failure is often looked down upon as unfortunate and unwanted. The emotions associated with failure are typically disappointment, shame or anger. But if people viewed failure as a step to success and a learning opportunity then they would end up being much more successful in the end.  Thomas Watson Sr.,  Read More >

[Infographic] 14 Magic Metrics of Successful Sales Teams

For a sales manager looking for his first deep dive into sales analytics, it can be daunting trying to determine which sales performance metrics to focus on. Well, sales managers can consider their problems solved, with the release of our new infographic – produced in collaboration with InsideSales.com – displaying  Read More >

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 >