Insights & Events

University-led research for sales leaders that provides deep insight into what's trending now and what’s next for sales

August 12, 2021

The Importance of Simplicity: How Top-Performing Sales Manager’s Laser Focus Drives Results

All sales managers want to get it right. Just tell me the right way to manage and coach my salespeople and I’ll do it. Oh, how provocative is the fallacy of the one perfect approach. We want the magic pill, the final answer, the definitive solution. Everyone wants the secret sauce. Alas, it doesn’t exist. […]

Read More
3 Signs Your Appetite for Forecasting Data Is Hindering Your Sales Force
August 5, 2021

3 Signs That Your Forecasting Demands Hinder Sales Productivity

As a sales leader, you put the execution of your go-to-market strategy in the hands of your sales force. The larger your sales force, the more likely it is that you are out of touch with the day-to-day realities of the front line. The further you move from the action in the field, the more […]

Read More
July 28, 2021

World-Class Soccer Players Are Agile. So Are High-Performing Sellers

You are probably sick of sports analogies. We hear them all the time. They are old and tired. Except this one of course! I realize that Americans are crazy about football; however, the rest of the world views football as something very different. We call it soccer. Everyone else calls it football. This blog is […]

Read More
July 22, 2021

How Olympians Become Olympians and What This Means for Salespeople

Have you ever wondered why some people get really, really good at something while others stagnate? Is it natural athleticism, or some inherent trait that makes them better? Have you ever wondered why you have been playing golf or tennis for years and have gotten to a plateau? It is very common to find recreational […]

Read More
July 15, 2021

The Art and Science of Selling Blog Series: How Does Cooking Correlate with Selling?

In last week’s blog, we examined how dramatically different the data sets are for consumer versus B2B sales. We highlighted that customer data is shallow and available in large numbers and that B2B customer data is very rich and limited in number. This week’s blog examines the art and science of selling from a bit […]

Read More