Business development and selling are 2 different jobs, even though the words get used as though they mean the same thing. This article shows the difference through one real example. A business owner running an IT staffing firm thought he…
In every forecast meeting I hear the same sentence: “I’ve got a good feeling about it.” 3 account managers, 3 different definitions of promising, and one report that looks solid until the quarter ends. But promising isn’t a feeling to…
Remote work didn’t make sales management harder. It made visible which sales managers were leaning on things they could no longer rely on once the environment changed. The shift from office intuition to reading signals asks for leaders who can…
What you don’t hear doesn’t exist. Calling less costs you information, and that’s more than a generation gap. On the phone you hear what someone means, how they hesitate, what they almost say and leave unfinished. In a message you…
Productivity comes down to clarity: knowing where your time really goes, and deliberately choosing what to drop. Technology, from transcription tools to automated CRM connections, only frees up room once you know what you’re trying to achieve. The best salespeople…
The best salespeople are rarely the best sales coaches. The skills that make someone a top seller, thinking fast and winning people over, often get in the way of coaching. Managers who hand out answers create dependence where they were…
Coaching decides whether a team survives a big strategic shift or comes apart under it. Moving from traditional IT into cloud and cybersecurity works on 3 levels: building knowledge, changing mindset and sharpening skills. Salespeople who get the technical knowledge…