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Coaching to Standards of Excellence
By Timothy Sullivan, Director, Sales Performance International As a sales leader, you depend on your team to contribute consistently and predictably towards achievement of sales goals. But what should...
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Who Should You Choose as Your Next Sales Manager?
By Dave Christofaro and James Touchstone, Directors, Sales Performance International Sales leaders face a challenging dilemma when promoting or hiring a sales manager. You’ve probably heard warnings...
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Sales Process, Methods and Skills
Critical Distinctions for Sales Training Buyers By Timothy Sullivan, Director, Sales Performance International If you are responsible for sales training in your organization, then you know that it can...
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Leading Sales with Value
By James Touchstone, Director, Sales Performance International When we first begin working with a client, they often tell us that their biggest competitor is not another company that offers an...
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Using Competitive Strategy to Win Sales
By Timothy Sullivan, Director, Sales Performance International In past posts on this blog, we’ve provided a tool – the Successful Sales Formula – to determine the strength of a seller’s position for...
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How to Develop Sales Managers into Sales Leaders
By David Stargel, VP and Senior Consultant, Sales Performance International Operating in today’s hyper-competitive market places extreme demands on sales leaders to attract, develop and retain sales...
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Taking a Hard Look at “Must Win” Sales Opportunities
By Timothy Sullivan, Director, Sales Performance International Many of our clients report that their sales pipelines include a distribution of different opportunity sizes – a mix of small transactions,...
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Who Should Own CRM Success?
By Ken Cross, Sales Enablement Practice Leader, Sales Performance International More than a few of our clients have asked us to help them to fix failed Customer Relationship Management (CRM)...
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How to Find and Connect with Early Stage Buyers
By James Touchstone, Director, Sales Performance International There is a popular school of thought that suggests demand generation is the responsibility of marketing, and that salespeople’s time is...
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Recognizing and Rescuing a Failing CRM System
By Ken Cross, Sales Enablement Practice Leader, Sales Performance International CRM systems have come a long way since the early, nightmarish days when project failure rates were between 50 and 80...
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