November 5, 2023

Andrea Waltz is the co-​founder of Courage Crafters, Inc. and co-​author of the best-​selling book, Go for No! Yes is the Destination, No is How You Get There. In this episode, we discuss: The radically different ways hearing “NO” affects people; tangible ways you can change how you react to hearing “NO”; how leaders and managers can change the way their teams think about "no" creating a mindset that encourages persistence and tenacity; and how sales pros should view “NO” as a problem with

October 24, 2023

The unemployment rate for sales professionals rose from 3.8% to 4.1% between August 2022 and August 2023. That slight increase doesn’t mean it will be any easier for managers to hire great candidates for their open sales jobs.

October 22, 2023

Steve Gielda is co-​founder of Ignite Selling and author of Ignite Your Sales Strategies: A field guide to accelerating the pipeline. In this episode, we discuss: Five assumptions that cause new products to fail; Steve’s latest sales pipeline management strategies; and how to better understand customers’ buying factors.

prospect in Q4
October 18, 2023

While it’s generally a time of slowed sales (and buying) activity, there are still many opportunities that make it possible to prospect in Q4. Just because it’s the end of the year, doesn’t mean it’s time to throw in the towel. Smart sellers know what to do to make fourth-​quarter prospecting not only possible but also successful. 

October 16, 2023

Sales managers in companies of all sizes spend up to a year hiring and training each new sales rep. They also report turnover rates that exceed 40%. To see employees leave an organization following the huge investment made in hiring and onboarding is disappointing and expensive.