Category Archives for "Sales Training"

How to Radically Improve Your B2B Sales Win Rates

How to Radically Improve Your B2B Sales Win Rates

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. I’ve been part of delivering these results, multiple times in my career, for both employers and clients. It’s entirely […]

Continue reading

How to Resize and Retool Your Sales Force

How to Resize and Retool Your Sales Force the Right Way

This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed […]

Continue reading

What’s Your Strategy for Sales Talent Development? Part 2

Whats Your Strategy for Sales Talent Development Part 2

In the first post in this series, I defined Learning, Training, Development, and Education. Learning: Learning is the act of acquiring new knowledge and skills. Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Development: Development […]

Continue reading

What’s Your Strategy for Sales Talent Development? Part 1

Strategy for Sales Talent Development

One of the things that’s been on my mind lately is the difference between education, learning, development, and training as they relate to sales talent development organizational learning strategies for Sales. Why? In the past three months, I’ve had this conversation (“this” meaning talent development and organizational learning strategy for Sales) with four different company […]

Continue reading