As the pandemic crosses the one year marker, what’s working today for sales teams — and what innovative sales strategies are connecting with customers? Our CEO, Mike Esterday, explores what we’ve learned in the past year, how customers are different today, and how the sales function is seen as the key to recovery for most organizations.
Listen HereEvery day, more people bring an integrity and values-based approach to the way they sell to and serve customers, coach and lead their people. How? And what business impact can it have? Read, download, and listen here.
By Will Milano This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing…
Read NowMoney and incentives matter, but this year more than ever they’re only part of the sales retention story. Coming off of a tough year in 2020, more employees are feeling…
Read NowFor most of us, 2020 is a year we’ll be glad to see in the rear-view mirror. Between the pandemic, the business disruption, and the many personal and professional struggles…
Read NowEffective sales coaching yields results, and sales leaders intuitively seem to understand this. So where’s the disconnect? Why isn’t everyone putting their energy and attention behind something they know will…
Read NowBy Mike Esterday for the December 2020 edition of Top Sales Magazine My last column for Top Sales World – in the July 2020 issue – was titled Successful Selling…
Read NowAs customers get more comfortable with buying virtually, their expectations are going to continue to go up. And that means, when it comes to remote sales, your team needs to…
Read NowA customer-centric strategy is about more than just a values statement or a directive to the team. Are your customers truly at the center of your business universe? A customer-centric…
Read NowThe important skills that contribute to sales success are constant, regardless of disruptive external events, but they’ll need to be sharpened and tailored to the changing healthcare environment. Healthcare sales…
Read NowValues statements are helpful, but they’re not nearly enough. The “culture champions” — those organizations that make integrity a way of doing business — are the ones that stand apart…
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