You’ve crushed your quota year after year. You know the products, the customers, and the game....
Making the Leap: How to Transition from Top Sales Rep to Effective Sales Leader
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Scott Stiver
Coaching for the Win: How Leaders Can Become Sales Multipliers
Companies with strong coaching cultures grow 27% faster year-over-year and report 51% higher...
Mastering the Art of Selling to Multiple Decision-Makers
The days of a single decision-maker are fading. According to Gartner, the modern sales process is...
Your One-on-Ones Are Broken: Here’s How to Fix Them
Let’s be honest. Most one-on-ones aren’t working. They’re calendar placeholders. They’re pipeline...
You’re Always Creating an Environment, Whether You Mean to or Not
Let’s start with a quick story. A new sales leader walks into a team meeting. She’s five minutes...
Your High-IQ Sales Team Is Brilliant – But Can They Close?
Your sales team is packed with brilliant minds - MBAs, engineers, technical pros. But they're...
Why Great Sellers Don’t Always Make Great Leaders (And How to Fix That)
Most top-performing sales reps get promoted to leadership....
Face the Facts: We Need “Face Time” with Customers
In an age of social media and digital communications, we are continually assessing the need and bene
Champions on the Field, Leaders in Sales: Lessons from Ohio State’s National Championship Run
I feel like sports analogies in sales can be overused. But watching my alma mater, Ohio State, during their National Championship Playoff run made me think about leadership.
Tom Brady’s 7 Leadership Principles
I'm a sucker for a good leadership article, especially when it involves sports. This morning,...