SALES BLOG

High Performing Sales Leaders Do These 4 Things Really Well

High Performing Sales Leaders Do These 4 Things Really Well

Sales Innovation & Tech Fest brings together the best sales thought-leaders from around the world. Brian Keller, Director of Sales Training and Development, McKesson Medical-Surgical (USA) is one of them, and we are lucky to have him presenting on the conference stage later this year.   Brian is responsible for the training needs of over 1500 account managers and sales managers in the Medical-Surgical business of McKesson Corporation, a Fortune 5 company. We chatted to Brian about his journey in ...

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5 Steps to Innovate the Sales Process for Major Performance Improvement

5 Steps to Innovate the Sales Process for Major Performance Improvement

Marylou Tyler is a globally renowned sales process improvement expert. As the founder of her company, Strategic Pipeline, she has helped Apple, Bose, Logitech, Prudential, Mastercard and UPS grow their revenue by increasing their sales pipelines. She is also the co-author of the bestselling book, Predictable Revenue. In July Marylou will join us on the Sales Innovation & Tech Fest stage to talk about innovating the sales process for major performance improvement. We caught up with Marylou to get some ...

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Adapt to Advance: Surviving in the Age of the Customer

Adapt to Advance: Surviving in the Age of the Customer

When thinking about the future of sales as a profession we do of course need to look at the impact of technological advancements and how this has changed the way people buy and sell. It raises many questions about how salespeople need to adapt – something that is top of mind for us all. This article, capturing a discussion between two sales gurus – Tony Hughes and Graham Hawkins – gives some ideas for sales people who want to innovate ...

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Is Sales Easier or Harder With the Tools Available Today?

Is Sales Easier or Harder With the Tools Available Today?

We caught up with Tony Hughes about a hot topic – something he calls the “easy hard paradox of sales” – is selling harder or easier today with all of the tools available? It’s something that is contentious amongst the Sales community and he admits to experiencing differing opinions from other Sales experts. In this article he outlines his perspective, juxtaposed with that of Sales industry podcaster Andy Paul. Over to Tony. “It’s never been easier to identify decision-makers, research ...

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3 Real Examples of AI Transforming Sales Results

3 Real Examples of AI Transforming Sales Results

I’ve been rather pessimistic in the past about automation and artificial intelligence (AI) creating a ‘sales career apocalypse,’ but I’ve recently been converted to believe in a far brighter future for those willing to combine old school value with new school technology. Humans who embrace working with bots and leverage advanced technology as they engage prospects and customers will unlock the secret to driving sales pipeline and then progressing through to accelerated revenue. Here are three real world examples of ...

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