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How to Prioritize Sales Leads


How to Prioritize Sales Leads

While working with sales development teams, one of the most consistent and surprising gaps I see is in lead prioritization. With teams I’ve worked with, there is a disconnect between how the data suggests they manage their leads and how they treat their leads in reality. A study by MarketingSherpa found that 79% of leads […]

3 Barriers to Sales Transformation and 3 Keys to Success


3 Barriers to Sales Transformation and 3 Keys to Success

I’ve been fortunate to meet some amazing sales leaders who are experts at driving change in their organizations. These leaders understand the risks of implementing new sales processes. They carefully plan messaging and training to mitigate risk and maximize success. Time and again, these organizations have convinced me that through strong leadership and precise execution, […]

5 Principles for Becoming a Leader of Change in Your Sales Organization


5 Principles for Becoming a Leader of Change in Your Sales Organization

More than ever, sales organizations need to find ways to keep up with accelerating technological change, hyper-informed customers, and intensifying B2B competition. To provide context, consider these stats: 74% of B2B buyers conduct more than half of their research online before speaking with a salesperson (Forrester) 75% of B2B buyers use social media to research vendors (IDC) […]

7 Sales Gamification Secrets to Drive Productivity


7 Sales Gamification Secrets to Drive Productivity

When I began working with sales teams, I thought gamification was gimmicky, expensive and provided short-lived results. However, as I’ve worked with more and more sales organizations, I’ve seen firsthand the benefits of gamification. Over time, I’ve observed that most sales teams fail with gamification for two reasons: They’re not strategic in their approach. They […]

At Silicon Valley Startups, Sales Must Come First


At Silicon Valley Startups, Sales Must Come First

While I was a student at Stanford, I got the chance to attend a seminar featuring Kathryn Gould, prominent entrepreneur and venture capitalist. Speaking about her time in the 1980s at the then-startup, Oracle, Gould said something that stuck out to me. At the time, she said, “All that mattered to Larry [Ellison – co-founder and former CEO […]

What You Can Measure, You Can Improve


What You Can Measure, You Can Improve

In 2004, the company SPARQ (Speed, Power, Agility, Reaction, and Quickness) set out on a mission to create the industry standard for measuring athleticism. Teaming with Nike, SPARQ grew to employ over 750 certified SPARQ trainers, and drew thousands of participants, including world-class athletes like Reggie Bush, Tim Tebow, Jacoby Ellsbury, and Bryan Clay. The ubiquity of the SPARQ Rating system underlines […]