Sales Blog
The Sales Team Accelerator Retreat (STAR) Newsletter Blog. Browse for insights and best practices to build peak performing sales organizations.
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EXECUTIVE INTERVIEWS
Accelerating Complex Sales Cycles with Video
The sales landscape has changed dramatically and with it, enterprise and commercial buying cycles have become more complex and difficult to navigate. Video gets a lot of well-deserved attention for its early-stage, attention-grabbing power, but the power of video is...
From Engineering to Sales: Both Are About the Problem First
This summer I acquired a 710 page book titled "Model-Based Systems Engineering" from Dr. A. Wayne Wymore, who holds a Ph.D. in Mathematics from the University of Wisconsin (Go BADGERS!) and is Professor Emeritus of Systems & Industrial Engineering at the...
BROWSE RECENT POSTS
What Does It Mean to Sell Today?
I see sales as the most fantastic position anyone can have. Often, I struggle with what to call it because I don’t see it as a profession, I don’t see it as a job, I see it as a lifestyle. We’re in...
Why Women Should Consider Roles In Sales
We often hear about the importance of getting more women into science, technology, engineering and mathematics (STEM), and we’re seeing more and more organizations encouraging women to consider...
Executive Insight:
Building a Customer-Centric Sales Organization
At the recent Customer Experience Ecosystem: A Frost & Sullivan Executive MindXchange, Allastair Meffen, Head of Definitive Healthcare’s award-winning customer experience team, led a session and...
Amazing Take-Aways from the 3rd Annual Sales Team Accelerator Retreat (STAR): A Frost & Sullivan Executive MindXchange
By Shawanda Roberts Director of Sales, Americas Frost & Sullivan The 3rd Annual Sales Team Accelerator Retreat (STAR): A Frost & Sullivan Executive MindXchange was full of inspiring, bold...
Rethink Generational Packaging
By Michael Oren Vice President U.S. Communication and Digital Services Xerox For the first time in America’s modern history we have five generations interacting at work. The Millennial generation...
Driving Revenue and Succeeding During Uncertain Times
By Renee Joseph Global Vice President Customer and Sales Enablement Johnson Controls Driving revenue and succeeding amidst accelerating cycles and escalating competition can be a challenge. In this...
Automation is Not Always the Answer
By Eugene So Senior Content Writer OpenSymmetry As you consider upcoming sales compensation plan changes, maybe your company is ready to be liberated from the ancient tools...
Key Indicators of Future Sales Performance
By Jon Clark Director of Strategy Services Opensymmetry Each market sector has unique growth challenges – high competition, increasing regulation, and changing buying patterns from...
Getting Started with Sales Performance Management (SPM) Technology
By Jon Clark Director of Strategy Services Opensymmetry How critical to sales success is the right SPM technology? Technology is pivotal and there are a number of perspectives that...
Change Your Mindset and Sell More
By Alejandro Cabral Global Digital Sales Transformation Leader Kimberly-Clark Professional I've been hearing terms such as "hunter" and "farmer" to describe sales roles since I began my sales...
Featured Video:
Meaningful Differentiation: How Do We Read the Label from the Jar We Are In?
Presented by Gordon Littley Managing Director, Global Customer Experience Practice Verizon
10 Ways to Engage Your Prospects So They Respond To Your Sales Follow-up Attempts
By Nicole Coons Marketing Consultant Frost & Sullivan According to our 2019 Marketing Benchmark Survey, marketers are being measured by sales results—qualified leads and closed deals—as much as...