April 13, 2023 Adam Norton

The Art and Science of Selling B2B  

How B2B Selling Uses Data Differently than Consumer…  Two very important trends are alive and well in today’s B2B environment. The first is ensuring that a company has a strong digital experience for their customer base. And largely driven by interaction with a website. The second trend is using AI to serve up the right […]

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December 28, 2022 Adam Norton

What Can We Expect of Sales Agility in 2023 and 2022 Recap

Well, here we are at the end of 2022 and wow! What an interesting year in the sales training industry! Or better stated ‘What aninteresting several years in the sales training industry…?’ We find ourselves in late March 2020 in a global lockdown over the Covid-19 pandemic, an experience those alive today have never encountered. […]

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October 24, 2022 Adam Norton

How Sales Managers Are Trained to Coach (And Why It Isn’t Working)

How Sales Managers Are Trained to Coach (And Why It Isn’t Working)  You’ve heard the mantra – sales managers need to do more coaching! When we interview sales managers – and we interview a lot of them – they all agree. Coaching is important, it is necessary, and it should be happening. And it isn’t. […]

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August 28, 2021 Adam Norton

Why are generics so popular on today’s pharmaceutical market?

Cialis is the second most commonly used drug for the treatment of erectile dysfunction. It is only slightly less famous than Viagra, the first drug that proved to be an effective and safe way to restore potency. Cialis was registered in 2003, while Viagra – in 1998, and a couple of years later, firmly established […]

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December 16, 2014 Adam Norton

What is Coaching, Anyway?

We were recently presenting at an industry conference, and someone from the audience asked a simple but consequential question.  She said: “You know, we constantly tell our sales managers that we want them to coach their reps, but I’m not sure that the managers know what that means.  In your opinion, exactly what is ‘coaching?’ […]

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