The New Sales Discipline

The New Sales Discipline combines methods from traditional selling, traditional marketing, technology-enabled networking, and business data analysis, taking them all to a higher, more refined form.

If you are in the business of revenue generation (i.e. selling, marketing, business development, et cetera), your job has changed over the last several years.  Following are some of the notable changes: [Read more…]

Focus Or Fail

Focus or fail.  The difference between great performing sales organizations and just average ones comes down to focus.

I think we all know what a great sales team looks like.  They are able to consistently outperform their competitors, and they win new business and grow even in difficult times.  Most often, great performing sales teams have great leaders.  There are exceptions to that rule, [Read more…]

Social Selling: An Evolution, Not A Revolution

Social selling gets a lot of attention these days. If one were to do a Google search right now on “social selling,” that engine will return roughly 687,000 results, many of them containing best practices for selling to buyers who are heavily engaged on social media.

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Leading Sales Millennials

A new generation of revenue creators, Sales Millennials, is on the job today, rising through the ranks, and with them comes a marvelous opportunity for those who coach and lead them.

Based on my birth year, 1970, I am a member of Generation X. I actually consider myself a generation-straddler, though, as all of my siblings were born between 1955 and 1963, at the tail end of the Baby Boom. [Read more…]