Here at x.ai, we make an AI that automatically schedules meetings for you. As you can imagine, we’re popular with salespeople. However, sometimes the early adopters–the first to embrace a new sales technology–need a little help getting the rest of their team on board. Why? Human beings are creatures of...Read more
Coaching is the most important job a manager has, yet so many sales managers fail to properly execute coaching conversations. Why are so many sales managers lacking this critical skill? It is a common practice to promote sales professionals to the role of sales manager based on the individual’s success...Read more
To be effective, sales organizations must be aligned with company strategy and market demands. Join Goizueta Business School’s Professor of Marketing Sandy Jap, and the Sales Management Association’s Chairman Bob Kelly for a special two-day Goizueta Business School workshop: Sales Leadership and Channel Management, 13-14 March. This workshop focuses on...Read more
High quality market intelligence can significantly improve your sales team’s long-term effectiveness. But the process of gathering market intelligence is too often overlooked. This article provides a set of practical ideas for improving market intelligence, including sources of data you may not be aware of. We’ll cover: National Economic Analysis:...Read more
When it comes to sales, it’s all about the numbers, right? Quotas, pipelines, forecasts were laser focused on hitting those numbers. But is a number really enough to keep people in the game? Chester Elton and Adrian Gostick, authors of The Best Team Wins, recently analyzed the responses from more...Read more

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