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.
Why CEOs Lose Good Reps—And How to Stop It
# Why CEOs Lose Good Reps—And How to Stop It You don’t lose good salespeople because of money. You lose them because of management. Here are the top reasons great reps walk: **1....
Five lies employers tell salespeople
If you have held a few sales positions, this list will either make you laugh or cry. If you are new to sales, beware of these lies employers tell salespeople. 1. Your commission...
7 Reasons to Hire a Sales Activity Coach
Finding the endless fountain of cheap and plentiful leads
If we were brutally honest with our clients, we'd have to admit that discussing leads is frustrating. From our perspective, it seems like clients believe there is some secret...
Why $300,000 Revenue Roles Are Disappearing (And Still Possible)
For years, $300,000 revenue roles were common in sales. Not because companies were generous — but because sales owned the entire buyer’s journey. Salespeople found prospects....
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...
ACCOUNTABILITY IS A 4 LETTER WORD
Does the word accountability feel like a cuss word in your company? When you think about the times you have heard about accountability it probably has been with the words like...
The Real Difference Between a Sales Manager and a Sales Leader
Every CEO thinks they’re hiring a “sales leader.” What they usually get is a sales administrator with a fancy job title. Here’s the breakdown. Sales Managers (most hires): Run...
Bad Emails – Installment 1
We are adding "bad emails" to our popular bad voicemails series. Here's a "compelling" email we received recently.
Creating a sales consulting practice: Solo Practitioner vs. salesQB
Fractional Sales Leader vs. salesQB: Why Going Solo Won’t Work (and What Actually Does) By Jim Muehlhausen I’ve been doing this a long time. I’ve watched waves of consultants...
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