Featured Post

A sales rep reviewing their metrics in ExecVision

What is Conversation Intelligence? What Every B2B Sales Leader Needs to Know (Updated for 2020)

April 28, 2020

Over the last five years, B2B sales has rapidly evolved, and so has the technology used to support revenue teams. Yet, most products being…

Read More
Floor manager standing ominously over reps on the phones

Is Call Recording Big Brother?

May 9, 2016
Posted in

In the book 1984, author George Orwell paints a bleak picture of…

Read More
A manager explaining something on a computer screen during a sales coaching session with their team member

The Ultimate Sales Coaching Process

April 20, 2016
Posted in

Sales coaching is that thing that you always need to do and…

Read More
Woma present a chart on a big paper easel in front of her colleagues

Effective Sales Leadership Skills Boil Down to These Two Words

April 18, 2016
Posted in

Over the past nine months, I’ve had conversations with over 350 sales…

Read More
Man wearing glasses sitting at computer desk with headset on to make phone calls

The Paradox of Pre-Call Research in Sales

April 7, 2016
Posted in

This is promotional for Owler but I don’t care because it rocks. Owler is…

Read More
Man dialing a desk phone at work

Phone Call Recording Laws: Practical Advice for Recording Sales Calls

February 23, 2016
Posted in

Show me a sales leader who doesn’t want to record the calls…

Read More
Sales rep reviewing relevant use cases with a prospect

Storytelling vs. Story Selling: May the (Sales) Force Be With You

January 17, 2016
Posted in

As salespeople, we must shift our focus from “Will I close this…

Read More
Three people talking business at a conference room desk

Building Trust at the Top of the Sales Funnel

January 16, 2016
Posted in

Outbound messaging impacts the trust foundation, the most powerful force multiplier in…

Read More