Understanding the Sales Force

JANUARY 3, 2025

Last January, my first article included the introduction of my new Sales Grid. Stay tuned for my next article and video on getting ready. Nothing wrong with that. But as someone who likes breaking rules and pushing the envelope, I’m starting the New Year by looking back to January of 2024. Then watch this short video.

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Understanding the Sales Force

OCTOBER 19, 2024

And because this is my brain, this article is actually about sales, not baseball! I wonder how many years of my life that will impact…] Back to the point of this article. And that’s when it hit me as if I was hit in the face by a 95 MPH fastball. This is huge! Each opportunity. Each at-bat. Each pitch.

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Partners in Excellence

JANUARY 2, 2025

Reading a fascinating article in the NYTimes, Giving Kids Some Autonomy Has Surprising Results , got me thinking. ” But as the article points out, we have to create the underlying frameworks and guardrails to achieve success. Afterword: There is a bigger issue this article points out.

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Understanding the Sales Force

FEBRUARY 1, 2025

But all of this talk about Buy Cycle is a conversation that we already had in another article. Buy Cycle is one of 21 Sales Core Competencies and you can see all 21, the data behind them, and even how you compare, by clicking here. Back to the sales leaders.

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Understanding the Sales Force

JANUARY 9, 2025

In 2015, I wrote about my encounter with Chris Cagle, but that article was about how he was opening doors for the new business he had launched. Before we dive deeper into timing, please check out this article from four years ago about urgency alignment. Bugs in My Whiskey Thanks to Country Music Timing is everything!

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Understanding the Sales Force

OCTOBER 9, 2024

Resource – Read this article about what a company learned about their sales team from the sales team evaluation Step 2 – Optimize Sales-Specific Recruiting and Hiring We changed how they attract, vet, interview and select new salespeople, including the addition of a predictive sales candidate assessment.

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Understanding the Sales Force

FEBRUARY 28, 2023

Today's article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor. It's such a serious article I was ready to delete it before I clicked the publish button. If you don't like the subject, the content or the writing, it's OK.

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Understanding the Sales Force

JUNE 11, 2021

His answer is the focus of this article on selling! Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game. When Timmy said he hated the Red Sox I had to ask him why. Why do you hate the Red Sox so much Timmy?".

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Understanding the Sales Force

APRIL 3, 2025

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success.

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Sales and Marketing Management

MARCH 8, 2023

In this podcast episode, we dive deeper into an article Amy wrote for a Sales & Marketing Management entitled “How to Create a Sales Enablement Center of Excellence.” The post Amy Franko on Creating a Sales Enablement Center of Excellence appeared first on Sales & Marketing Management.

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Understanding the Sales Force

MARCH 30, 2023

Today, I read two articles that had some quotable copy which we can translate to sales. The first article is about baseball and I'll translate what it says after the quote I pulled out.

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Anthony Cole Training

NOVEMBER 1, 2024

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

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Understanding the Sales Force

FEBRUARY 14, 2023

Sometimes, that's the feeling I get when I'm writing articles and I have solid data on my side, while dozens of competing authors just won't stop their constant borage of articles using junk science, anecdotal evidence, and alternate facts. If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in.

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Understanding the Sales Force

MARCH 31, 2025

We’ll answer that in another article. What’s worse is that most companies don’t consider pipeline quantity and quality the biggest challenge in the sales organization! Most would say it’s the low win rate or the percentage of opportunities that stall in the pipeline. Why do you think that is?

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SBI Growth

OCTOBER 10, 2024

I n the article, co-authored with my colleagues Bryan Kurey and Dave Lingebach, we examine the high costs of Chief Revenue Officer (CRO) turnover and its significant impact on company performance. We’re excited to share the findings of our latest research, which was just published in Harvard Business Review: The Hidden Costs of CRO Turnover.

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Partners in Excellence

JANUARY 20, 2025

At the end of the article, I had and Afterword, suggesting the same principles used in high impact coaching within our own organizations should be applied in working with our customers. I want to do a deeper dive in this article. They approached it in the opposite way I approached it in this article.

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Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. As my regular readers know, my son is a baseball player - a rising college senior (as of the summer of 2023) - and I still coach him in the batting cage when he's home for the summer.

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Understanding the Sales Force

AUGUST 25, 2021

Regular readers know that I'm all about the data and I have written nearly two thousand articles based on data from Objective Management Group's (OMG) assessments of more than two million salespeople. Please understand that the dirty window and sill are not mine - I found the image via a Google search.

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Understanding the Sales Force

FEBRUARY 7, 2023

For those of you who are familiar with my series of articles about Bob - the worst salesperson ever - you can catch up by enjoying, laughing, and making fun of him here. 12 of the articles that show up on that page are about Bob! Today, I reviewed the worst OMG evaluation of a sales manager that I have ever seen.

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Anthony Cole Training

SEPTEMBER 22, 2023

Years ago, one of the lead execs from our client KeyBank shared an article called, “What it takes to be a Coach”. It began with: You must understand the game.

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Understanding the Sales Force

APRIL 16, 2025

Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy. When I was in the hospital for surgery in February, and during the recovery that followed, I had specific KPIs assigned at discharge that I was required to meet.

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Understanding the Sales Force

NOVEMBER 23, 2024

This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. What is Numbers if not God’s mandate to Moses about, well, the required numbers for success?

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Understanding the Sales Force

APRIL 18, 2023

But this article isn't only about normal, it's also about the abnormal in both baseball and sales. As we do each Friday in March and April, my wife and I drove to upstate New York to watch our son's college baseball games.

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Understanding the Sales Force

MARCH 16, 2025

If you missed my March 14 article on Sales Cringe – my first in over a month – that will explain why we had the time to rewatch “24.” It was amazing to both of us that despite how much we loved “24” the first time we watched it, we didn’t remember any of it as we watched it the second time.

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Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. The Top Sales Leaders quoted in the article are sales experts – like me – and I couldn’t believe what I read. Their advice wasn’t bad. It was good advice.

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Partners in Excellence

OCTOBER 22, 2024

We read all the latest books and articles on innovation (or start them). Afterword: Below is the discussion from the AI agents on this article. We fool ourselves into thinking the secret of innovation, change, and success is starting something new. It’s exciting and different from what we are currently doing!

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Steven Rosen

APRIL 10, 2024

The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode. This article will delve into the key insights from the podcast and explore the themes of ideal hiring profiles, non-negotiables, and the importance of a systematic hiring process.

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No More Cold Calling

JANUARY 13, 2022

Bernard Marr reports in his article, Future of Work: The 5 Biggest Workplace Trends in 2022 : “The World Economic Forum predicts that AI and automation will lead to the creation of 97 million new jobs by 2025. An article for your newsletter? AI is a dominant trend, and the prediction of an AI-automated workforce is compelling.

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Understanding the Sales Force

JULY 17, 2023

Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. Hold that thought.

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Understanding the Sales Force

NOVEMBER 15, 2024

As I pivot to selling, please watch this two-minute video before continuing the article. Needless to say, while Kyle struck out in every at-bat for the rest of the season, Jack had some success and actually got himself a couple of hits. Incentives work.

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Steven Rosen

MAY 20, 2024

The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode. In this thought leadership article, we will explore Margo Edris, Regional Vice President of Sales at Salesforce, ‘s insights on how to bridge the knowing-doing gap in sales leadership.

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Steven Rosen

MAY 24, 2024

The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode. This article delves into the podcast episode’s key themes and explores AI’s implications in sales leadership.

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Zoominfo

AUGUST 20, 2024

Fast Company recently published a pertinent article on the benefits of aligning the sales and marketing functions within B2B companies, outlining the challenges and obstacles that often accompany bringing together two siloed teams that do not usually collaborate.

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Hubspot Sales

AUGUST 26, 2024

Take it further: Check out this article on AI sales assistants to see how these tools can log customer notes, generate proposals, outline next steps, and more. Increased Capacity A study by Brevet suggests that 80% of closed sales will require at least five follow-ups. How to Use AI for Sales Follow-Ups 1.

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Understanding the Sales Force

OCTOBER 30, 2023

The best salespeople only include content that have the following two things in common: It adds value because isn’t commonly known information It is important to the prospect and/or customer Anything else that salespeople choose to discuss will have the effect of the insight in this article’s opening. Who cares other than me?

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Nutshell

DECEMBER 31, 2024

To learn more about custom fields in Nutshell, read our custom fields support article. If youd like to take advantage of all the features that come with multiple sales pipelines, upgrade your Sales Suite plan to Pro or above or contact us to learn more. Lets Talk Have a question?

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