Blog

The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.

Stop Sitting on Leads—Speed Matters

Your first and most important priority in the sales cycle, after marketing does its thing, is to connect reps to buyers. It’s not to rack up an impressive list of random...

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Stop Selling like it is 1985

Stop Selling like it is 1985

Sales management needs to develop new strategies, techniques, and training to bring the organization's sales and marketing system into the 21st century. Many firms and...

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Typical Sales Management

Typical Sales Management

It's easy to laugh at a cartoon like this one, but we all have fallen victim to manage like this. The "more, more, more" plan destroys morale more than any increase in sales can...

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Fix Underperforming Sales Teams

Fix Underperforming Sales Teams

The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of...

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Improving Speed to Trust

Improving Speed to Trust

Most would agree that a prospect who knows, likes, and trusts you is more likely to purchase. However, trust-building can be slow and gum-up your sales cycle. What if there was a...

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Methods to Manage a Small Sales Force

Methods to Manage a Small Sales Force

Managing a sales force under fifteen is a challenging task. It's challenging because small sales forces have a diseconomy of scale. Sales management should achieve three primary...

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So We’ve Got Vaccines, Now What?

The last year has been a challenging experience for every industry and profession worldwide - but especially to the sales profession.  Let’s take a moment to look back on what we...

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