On Accelerate! Now: Episode 61 with Jeb Blount. Want to really kick-start your sales in 2016? Commit yourself to positive change.

In this special first episode of 2016, Jeb Blount, CEO of Sales Gravy and best-selling author of multiple books including his latest best-selling book Fanatical Prospecting, describes the most essential changes that sales reps must commit to making to in order to achieve their goals in 2016. He describes why every seller needs to have a sales plan for 2016 …

On Accelerate! Now: Episode 60 with Deb Calvert. Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You?

One of our most popular episodes in the past 90 days was my conversation with Deb Calvert, President of People First Productivity Solutions. Deb is on a mission to transform how sellers view their roles in a sales transaction. In this episode Deb describes the powerful research findings about the leadership mindset that all sellers should adopt to inspire and …

On Accelerate! Now: Episode 59 with Kelly Riggs. Quit Whining And Start Selling. How The Winners in Sales Think, Learn and Act Differently From The Whiners.

Kelly Riggs is the creator of The Business Locker Room and author of Quit Whining And Start Selling. In this episode, Kelly breaks down why, despite all the changes that are occurring in B2B selling, sales success will always depend on the ability of a sales rep to effectively communicate one-on-one with a potential buyer. He describes why most salespeople …

On Accelerate! Now: Episode 57 with Babette Ten Haken. Selling Is A Team Sport. How To Effectively Blend Sales And Non-Sales Resources To Win New Business.

Babette Ten Haken is the author of Do You Mean Business ? Technical, Non-Technical Business Collaboration, Business Development And You. In this episode, Babette discusses the challenges of melding sales and technical resources to effectively and efficiently win new business. She describes how the future of sales will belong to the hybridized seller who can effectively combine sales and technical …

On Accelerate! Now: Episode 49 Front Line Friday with Bridget Gleason. Preparing Salespeople For Success In The 21st Century

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about a variety of essential sales topics for sales leaders: why it’s important for sales leaders to celebrate the small successes; the importance of helping sales reps develop patience; how to develop and maintain a …

On Accelerate! Now: Episode 38 Front Line Friday with Bridget Gleason. How To Hire High Quality Sales Reps For High Velocity Sales Teams.

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I focus on the process of hiring quality sales reps for high velocity sales teams. We discuss the specific challenges managers face in quickly scaling sales teams. We provide advice about how to accurately define positions and …

9: Turn Sales Managers Into Star Coaches with Steven Rosen

Steven Rosen is the best-selling author of 52 Sales Management Tips: The Sales Manager’s Success Guide. In our conversation he shares his journey from an entry-level pharma sales rep to a successful corporate executive managing large groups of salespeople to being an entrepreneur who has coached hundreds of sales managers all over North America. There is a lot being written …