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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.

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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Using a Mutual Opt-In Sales Process

Using a Mutual Opt-In Sales Process

If you believe like we do, you see that the internet has put the buyer firmly in control of your sales process. To combat this, savvy companies have shifted to a Mutual Opt-In...

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Lessons learned from Andy Reid call

The score was 22-17. Just over a minute left in the game. 4th and less than 1. Henne lined up in shotgun. Everyone’s thinking the same thing. Hard count, try to get them to jump...

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What’s Happening to Your MQLs?

The most effective revenue organizations have marketing and sales teams that work together. But these two functions are too often siloed—marketing drives MQLs but they fall...

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Stop Overpaying Salespeople

Stop Overpaying Salespeople

For over a century, top performing sales superstars earned great profits for their companies and themselves. These sales rock stars were worth every penny. As compensation for...

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The SalesQB program is the result of decades of collective sales experience. If you would like to learn more about our team, company, or find a SalesQB near you, please complete the form below and we will promptly respond.