November 17, 2023 | Trevor Goss

Upcoming Improvements to ClientIQ

For some time the majority of ClientIQ has had a new and modern look to it. Unfortunately, while we were busy building new features there were a few areas we just hadn't quite gotten around to updating yet, and, well, ...

November 15, 2023 | Dr. Stephen Timme

Future-Proofing Enterprise Sales: Engaging the Hybrid Buyer

The twin forces of digital transformation and the aftereffects of the pandemic continue to alter the enterprise B2B sales landscape. Sellers have been greatly impacted by their buyers’ evolving needs, expectations, and ...

November 9, 2023 | Dr. Stephen Timme

Redefining Enterprise B2B Sales with Hybrid Selling

The state of enterprise B2B sales continues to evolve at a rapid rate. We have witnessed the change in customers increasingly taking control of the selling process to become more informed and empowered. Now comes an ...

November 2, 2023 | Dr. Stephen Timme with April Morley and Tom Pisello of Genius Drive

Elevating Enterprise Sales from Product-Centric to Value-Driven

As enterprise B2B buyers' needs continue to evolve and their spending increasingly turns more frugal, now is the time for sales leaders to seek out new approaches to engage more effectively with clients. FinListics ...

October 26, 2023 | Dr. Stephen Timme

Six Steps to Curing a Seller’s Fear of Finance

The enterprise B2B selling environment continues to evolve in complexity, and increasingly, customer executives are expecting sellers to know how their company is performing financially and how their solutions enhance ...

October 18, 2023 | Dr. Stephen Timme

Tailoring the Sales Pitch

Enterprise B2B buying teams continue to expand in size and breadth with the increased complexity of purchasing decisions. This change requires revenue organizations to better tailor their sales pitch for individual ...

October 10, 2023 | Trevor Goss

Announcing User Journeys

Finlistics ClientIQ already gives users the power to do robust financial analysis. And if you need all that power for what you want to do today, having access to it is great. But what about those times when you don't ...

September 27, 2023 | Dr. Stephen Timme

From Selling to Partnering: Elevate to Value-Based Selling

The enterprise B2B sales environment is undergoing a rapid transformation as buyers continue adapting their approach to take more control of the process. These changes are upending the typical buyer-seller relationship.

September 20, 2023 | Dr. Stephen Timme

Transform B2B Selling with Strategic Customer Journey Mapping

Enterprise B2B companies have been steadily increasing their utilization of customer journey mapping for targeted customer segments. However, FinListics’ approach focuses on a single customer’s journey, not a general ...

September 11, 2023 | Dr. Stephen Timme

5 Features of Pre-Sales Platforms to Improve Conversions

August 18, 2023 | Dr. Stephen Timme

Three Steps to Winning Deals in a Tough Market

Communicating a solution’s value proposition to a customer requires building a narrative that addresses your customer’s top priorities and describes potential financial benefits. Simply covering the solution’s features ...

August 15, 2023 | Dr. Stephen Timme

Boosting Cash Flow: Excellence in Supply Chain Management

In today's rapidly evolving business landscape, supply chain leaders face the complex task of managing cash conversion terms while driving profitability and resilience. The COVID-19 pandemic emphasized the importance of ...

August 7, 2023 | Dr. Stephen Timme

Customers Have Shifted Gears: Are You Still in the Race?

Buyers are rapidly changing their behaviors, expectations, and journey as they take more control of the process. Trying to engage them with old approaches is unproductive; your sales team needs new tactics to succeed. ...

July 27, 2023 | Dr. Stephen Timme

The Power of One: How Demonstrating the Impact of a 1% Improvement Can Help Close the Deal

Don’t Underestimate the Power of a 1% Improvement Buyers only care about one thing regarding what you’re selling: your solution’s business outcomes. No matter how great your features and functions are, buyers mostly ...

July 21, 2023 | Dr. Stephen Timme

Building an Agile Sales Team for Thriving in Today's Landscape

In today's dynamic business environment, running a successful enterprise has become increasingly complex. The convergence of technological advancements, economic challenges, and shifting buyer behaviors has necessitated ...

July 11, 2023 | Sheevaun Thatcher and Dr. Stephen Timme

Ignite Success: A Fresh Perspective on Sales Enablement

Recently, FinListics Solutions hosted a compelling webinar titled "Ignite Your Sales Potential: Sales Enablement Redefined for Enterprise Success." This enlightening session offered an in-depth look at sales enablement ...

June 27, 2023 | Trevor Goss

Bridging the Customer Knowledge Gap: ClientIQ's Business Goals & Strategies

One of the first things all salespeople learn is how to articulate the value proposition of their product or service to a prospect or customer. Understanding what your company does, and being able to explain it to a ...

June 21, 2023 | Ben Cagle and Dr. Stephen Timme

Selling to Senior Executives in Times of Economic Uncertainty: Strategies for Success

In economic uncertainty, selling to senior executives can present unique challenges. From being delegated to not being seen as a priority, sales professionals must navigate these hurdles to succeed. This blog explores ...

October 31, 2022 | Dr. Stephen Timme

Industry Blueprint: Selling to Distribution & Logistics Executives

A VALUE-BASED SALES STRATEGY FOR CALLING ON DISTRIBUTION & LOGISTICS EXECUTIVES

October 5, 2022 | Dr. Stephen Timme

Identify a Prospect's Goals to Offer Insights, Not Just Information

A prospect’s business goals and strategies are at the root of their decision-making process. Therefore, your sales team’s focus must be to help the executive buyer meet their objectives and execute their strategies. If ...

September 22, 2022 | Dr. Stephen Timme

Improve Buyer Experience with Customer-Centric Account Research

Digital innovation has forever changed the dynamics of B2B enterprise buying and selling. Hyper-informed B2B buyers are advancing through 80% of the purchase journey without seller assistance or involvement. In ...

August 22, 2022 | Dr. Stephen Timme

Industry Blueprint: Selling to Technology Executives

A VALUE-BASED SALES STRATEGY FOR CALLING ON TECHNOLOGY EXECUTIVES

June 30, 2022 | Dr. Stephen Timme

Industry Blueprint: Sell to Marketing Executives in B2C Industries

A VALUE-BASED SALES STRATEGY FOR CALLING ON MARKETING EXECUTIVES

May 25, 2022 | Kori Baker

FinListics is Returning to In-person Sales Training & Workshops

FinListics Solutions' in-person sales training programs & workshops are back! Our last in-person workshop occurred in mid-February 2020. Like everyone else, we did not realize that in a few weeks we would rapidly ...

March 24, 2022 | Dr. Stephen Timme and Melody Astley

5 Features Of Pre Sales Tools That Can Make Your Life Easier

The face of sales is rapidly evolving with the digital age pushing business further into the future. People are selling online more than ever, whether it’s for B2C or B2B products. That said, it’s important to keep ...

March 23, 2022 | Dr. Stephen Timme and Gene Tyndall

Achieving Revenue Gains from Distributed Logistics

Introduction Ever since its inception, supply chain management has largely been focused on cost and expense management, seeking methods to reduce the costs of logistics, transportation, warehousing, distribution, ...

January 18, 2022 | Dr. Stephen Timme and Melody Astley

The Power of One: Help Close the Deal by Showing the Impact of a 1% Improvement

Don’t Underestimate the Power of a 1% Improvement Buyers really only care about one thing when it comes to the product you’re selling: your solution’s business outcomes.

December 15, 2021 | Dr. Stephen Timme and Melody Astley

Make Your Sales Pitch Personal with This One Subject

Executive decision-making is obviously driven by company goals, but it’s also driven by something much more personal to individual decision-makers: executive compensation.

September 13, 2021 | Dr. Stephen Timme and Melody Astley

3 Types of Risk That Exist Across Industries

Whether it’s an irreplaceable employee quitting, the onset of a recession, customers leaving for a competitor, or any number of other business problems, companies face risk every day.

August 24, 2021 | Dr. Stephen Timme and Melody Astley

The Cure to Sellers’ Fear of Finance

When we talk to salespeople about finance, we like to start the conversation with the question “How many of you took finance in school?”

August 16, 2021 | FinListics Solutions

Know Your Customers’ Goals to Uncover New Opportunities

Whether they’re centered around attracting new customers, growing annual profits, or any other key business metric, goals keep companies moving forward. They focus people’s attention on what matters the most. As such, ...

July 8, 2021 | FinListics Solutions

Always Tell Your Customer Something They Don’t Know

Buyers are busy. They don’t always have the time or perspective to get the big picture on trends—but as a seller, you do. You have the opportunity to gain your customers’ confidence by researching their market and ...

July 8, 2021 | FinListics Solutions

How Much Do Buyers Want to Know from Sellers?

With the majority of failed sales deals, the discussion came off the rails because of a simple disconnect: the sellers were not telling their customers what the customers wanted to hear.

July 8, 2021 | FinListics Solutions

To Succeed in Sales, Start Thinking Like an Executive

To Succeed in Sales, Start Thinking Like an Executive. Dr. Stephen Timme and Melody Astley from FinListics Solutions highlight how to tailor the message of the business and financial benefits of your solutions in a way ...

September 8, 2020 | Dr. Stephen Timme

16 Critical Elements When Navigating A Business Acquisition

One of the most important decisions a business can make is a first-time acquisition. An acquisition can help expand both the top and bottom lines but also has risks. To help better manage these risks, 16 members of the ...

July 28, 2020 | Dr. Stephen Timme

16 Key Steps To Better Business Decision Making

Explore 16 Key Steps to Better Business Decision Making based on experiences by members of the Forbes Business Development Council. Enjoy.

July 21, 2020 | Dr. Stephen Timme

16 Critical Strategies For Enabling 'Problem-Centric' Selling

Sales & Marketing are always looking for new ways to better connect with client executives. Explore ideas from 16 professionals from Forbes Business Development Council on how to adopt a more "problem-centric" ...

June 30, 2020 | Dr. Stephen Timme

14 Sales Hacks To Maximize Each Prospect

Explore sales hacks from 14 business development experts that help sales professionals maximize the ROI on time spent with prospects and clients. Enjoy!

June 15, 2020 | Kori Baker

Creating High Impact Virtual Workshops: What You Can Learn From Our Experiences

At FinListics, we were an organization that delivered a lot of in person workshops. Sure, we also did virtual workshops too but in our minds there was never any substitute for that in person touch.

June 9, 2020 | Dr. Stephen Timme

Overlooked Business Development Strategies

You owe it to your top-line to explore these 14 recommended business development strategies from members of the Forbes Business Development Council. Enjoy.

May 26, 2020 | Dr. Stephen Timme

Making it Personal with Executive Compensation

A critical component in developing comprehensive client insights is knowing how a client’s executives are compensated. Yet very few companies use executive compensation in their sales process.

May 19, 2020 | Dr. Stephen Timme

KPIs for Sales Success, Non-Interest Income Growth in Banking

COVID-19 is having a significant impact on many banks’ financial performance. Provisions for credit losses are rising, loan demand is down, and net interest margins are being squeezed. Now more than ever it’s important ...

May 6, 2020 | Dr. Stephen Timme

KPIs for Sales Success, Cost-to-Income Ratio in Banking

COVID-19 is having a significant impact on many banks’ financial performance. Provisions for credit losses are rising, loan demand is down, and net interest margins are being squeezed. Now more than ever it is important ...

April 24, 2020 | Dr. Stephen Timme

Introduction for 13 Strategic Ways To Organize And Optimize Sales Territories Article

For any sales team, proper sales territory planning is vital. By strategically choosing which areas to focus on, your business can avoid wasted time and resources on territories with high competition or a low number of ...

April 21, 2020 | Dr. Stephen Timme

KPIs for Sales Success, Cost of Goods Sold in Retail

FinListics launched KPIs for Sales Success to provide a framework and industry information to help you better understand your clients. This is especially important in these times of great uncertainty. Each series ...

April 7, 2020 | Dr. Stephen Timme

KPIs for Sales Success, Revenue Growth in Retail

FinListics launched KPIs for Sales Success to provide a framework and industry information to help you better understand your clients. This is especially important in these times of great uncertainty. Each series ...

March 31, 2020 | Dr. Stephen Timme

KPIs for Sales Success, Days in Inventory in Consumer Packaged Goods

FinListics launched KPIs for Sales Success to provide a framework and industry information to help you better understand your clients. Each series focuses on a specific industry and contains snapshots of facts and ...

March 25, 2020 | Tim Braman and Dr. Stephen Timme

Delivering Measurable Business Improvements

So far in our partnership series, we talked about a best-practice process to create net new sales opportunities. To recap: customer-centricity is integral to driving value. Understanding your customers, their industry, ...

March 20, 2020 | Dr. Stephen Timme

Curing Sellers' Fear Of Finance

Knowing a client’s financial performance is a critical component of selling at the executive level. Yet, a recent survey of sellers by FinListics and our partner Revegy reveals while 32% believe they're making some ...

March 18, 2020 | Dr. Stephen Timme

KPIs for Sales Success, Cost of Goods Sold in Consumer Packaged Goods

A recent survey by FinListics Solutions and Revegy reveals that only around twenty percent of sales organizations really understand their client’s business. This is why FinListics launched KPIs for Sales Success. Each ...

March 11, 2020 | Dr. Stephen Timme

Spanning the Globe

Danke, Dhanyavaad, Merci, Khob-Khun, and Thank You to our thousands of subscribers that are using FinListics in 70 countries. That’s only for the first two months of 2020. FinListics is now used in 36% percent of the ...

March 10, 2020 | Tim Braman and Dr. Stephen Timme

Developing Client Financial Insights

Developing client financial insights is one of the key skills that separates top performing sellers from all others. Yet, a recent survey by FinListics Solutions and Revegy reveals that less than 25 percent of sellers ...

March 4, 2020 | Dr. Stephen Timme

KPIs for Sales Success

A recent survey by FinListics Solutions and Revegy reveals that only around twenty percent of sales organizations really understand their client’s business. Looking deeper into the survey results, the most common ...

February 25, 2020 | Tim Braman and Dr. Stephen Timme

Tailoring Your Sales Message

This blog is the second in a four-part series with our strategic partner, Revegy. The average size of a buying group has gone from 5.4 stakeholders in 2014 to 10.0 in 20181, which highlights the need to tailor sales ...

February 11, 2020 | Tim Braman and Dr. Stephen Timme

How Well Do You Know Your Customers?

This blog is the first in a four-part series with our strategic partner, Revegy. In the age of customer centricity, B2B companies are fighting for a competitive advantage through strategic relationship building. By ...

November 5, 2019 | Dr. Stephen Timme

Shout Out to FinListics' Awesome Coaches

I sometimes feel that in business, we don’t show as much appreciation for those who help make a company successful. So as founder and president of FinListics, I want to give a shout-out to our awesome coaches and ...

October 9, 2019 | Melody Astley

Recent News: TAG Event, November 12

November 12th Event: Moving from Vendor to Strategic Partner: a CEO's Perspective on Uncovering Business Insights to Generate Customer Value The TAG Sales Leadership Society invites you to join us on Tuesday, November ...

August 27, 2019 | Melody Astley

Why Sales Enablement Should Be Your First Focus

Working in sales, you frequently come across new terms. One of the hot topics right now is sales enablement. We all find ourselves using it, but what does it really mean? Is it just another buzzword, or does it offer a ...

August 20, 2019 | Melody Astley

Getting to the Bottom of Buyer Enablement

Just when we thought we had conquered sales enablement, we’re now hearing about buyer enablement. So, what is buyer enablement, you ask? Let’s take a closer look. According to Gartner, buying enablement is the ...

August 13, 2019 | Melody Astley

What is Sales Enablement All About?

For many of us in sales, we have heard the term sales enablement increase in business conversations. These two words may seem simple enough, yet they tend to leave many of us scratching our heads. At its core, the ...

August 6, 2019 | Melody Astley

Does Your Sales Team Need an Overhaul?

Imagine this scenario. During your sales meeting you notice that participants appear disengaged, and they’re not meeting goals. You also note redundancies in the accounts your reps are working on. As the meeting closes ...

July 30, 2019 | Melody Astley

Selling in the Digital Age

Remaining relevant in a digital world is one of the most significant challenges facing organizations today. As 2020 approaches, more B2B companies are investing in attempts to capture online interactions and are ...

July 23, 2019 | Melody Astley

Overcoming the Software Adoption Blues

After closing a sales solution deal, many sales professionals find the most challenging task becomes buy-in from the client’s sales reps and managers. From the moment a lead is received, a seasoned sales professional ...

July 16, 2019 | Becca Sundal

Are You Ready for Generation Z?

Move over Millennials; it’s time to make way for Generation Z. This group will be entering the workforce in four short years, and employers need to take action now to get ready for them. As with Millennials, Generation ...

July 9, 2019 | Melody Astley

Are You A Trusted Advisor Or A Vendor?

Every interaction you have, whether in business or life, will lead to a reaction from the person with whom you have interacted. Most of us want all our interactions to leave a positive lasting impression. Sales reps ...

July 2, 2019 | Melody Astley

5 Tips for Motivating Prospects

There is no magic bullet when it comes to motivating a prospect. It often comes down to being in the right place at the right time with the right solution. Being able to address your prospect’s pain points is critical ...

June 25, 2019 | Michele Wilkins

The Number One Reason Your Sales Software Wasn’t Adopted

Blogs listing the various reasons why your sales software wasn’t adopted are a dime a dozen. But, for the most part, there is one critical reason why 90 percent of the sales software a company purchases fail to gain ...

June 18, 2019 | Melody Astley

Solution Mapping Creates Valuable Insights

Commonly used in consumer marketing, analyzing and mapping the buyer journey is not a new practice. Despite tremendous benefits, it has not been widely adopted in the B2B professional sales space. Buyer solution mapping ...

June 11, 2019 | Melody Astley

18 Definitive Sales Skills Your Team Needs to Master Today

So, you want to cultivate a team of rainmakers? Eager to earn a reputation that your team knows how to close deals and shatter goals? Then pay attention because this post is for you. If you want your team to survive and ...

June 4, 2019 | Pam Heydinger

FinListics' ClientIQ Named a Top Selling Tool For 2019

With technology involved in almost every facet of business today, the marketplace is becoming more streamlined and competitive than ever before. Savvy sales leaders understand the need to change their practices and ...

May 30, 2019 | Melody Astley

Peer Comparison: What You Should Know About Making a Compelling Business Case

Your big summer vacation is just around the corner. Your family and friends decide to go somewhere new and fantastic but where? You decide to go to Scotland and so the planning begins. You want to get the best plane ...

May 29, 2019 | Stephen Timme

William Shatner To Stun Charity Attendees This Weekend

People are anxiously awaiting the annual William Shatner Hollywood Charity Horse Show, coming up this weekend on June 1. With all of the hype and excitement surrounding the annual event, people are already bidding in ...

May 23, 2019 | Dr. Stephen Timme

To Boldly Go Where No Man Has Gone Before ...

Captain Kirk will soon arrive in some lucky person’s house and find his landing place on their wall, where no man has gone before. Although the Captain Kirk we are all so familiar with traveled in outer space, this ...

May 21, 2019 | Michele Wilkins

Sales Reps’ Daily Routines Key to Unlocking Increased Productivity

Your sales reps are the bread and butter of your business. They’re arguably one of the most important assets of your organization. If you want them to be more engaged with their prospects, efficient with their time, and ...

May 14, 2019 | Melody Astley

Building Client Trust Through Sales and Marketing Alignment

It often takes a village to change the buyer’s perspective from sales rep to trusted advisor in today’s competitive marketplace,. For some of you, the village might be sitting down the hall in the marketing department.

May 9, 2019 | Dr. Stephen Timme

FinListics Donates to Charity Horse Show and Auction

For the second year in a row, FinListics Solutions is donating to William Shatner's Annual Hollywood Charity Horse Show and Auction to be held on June 1, 2019. The funds raised help a wide range of charities including ...

May 7, 2019 | Michele Wilkins

Is Your Sales Training Program DOA? 7 Warning Signs

Creating an effective and profitable sales training program takes time, effort, and most importantly money. Companies invest significant time and capital into their sales training programs. An investment that they, in ...

May 1, 2019 | Melody Astley

Sales Intelligence vs. Business Intelligence: Know the Difference

If someone casually asked you what the difference between business intelligence and sales intelligence is, would you be able to answer them? If you feel a bit uneasy about what your answer would be, you’re in good ...

April 23, 2019 | Ericka Ponce

Is Solution Selling the Same as Insight-Led Selling?

As the ever-changing landscape of the art of selling ebbs and flows, keeping up with new trends and phrases can be challenging. Two phrases which are heard frequently are Solution Selling and Insight-Led Selling. But, ...

April 16, 2019 | Ericka Ponce

The Vital Role of Sales Enablement Tools in Your Team's Success

Today’s buyers are in full control of the buying process, and they know it. By the time your sales team has that first conversation with a potential buyer, the buyer has already formed a baseline understanding of who ...

April 9, 2019 | Michele Wilkins

8 Ways to Increase Your Sales Team’s Productivity With Automation

Studies show that salespeople spend only one-third of their typical day actually talking to prospects. The rest of their day is spent on admin-related tasks. Activities like updating a CRM or filling out their call log. ...

April 2, 2019 | Pam Heydinger

Bridging the Gap Between the CIO and CEO With Your Cloud Solutions

You’ve sold the CIO on your cloud solution by demonstrating how it’s going to reduce or avoid costs. But now you have to sell to the CEO who is focused on financial growth and market expansion. So, how do you bridge the ...

March 26, 2019 | Ericka Ponce

How to Build and Maintain a Clean Sales CRM

Quick, what’s the number one tool your sales team can use to close more deals? No, it’s not the phone, email, or even a strong gift of gab, it’s data — accurate, high-quality, contact data. The higher quality of data ...

March 19, 2019 | Ericka Ponce

Delivering a Bulletproof Demo with Insight-Led Selling

Congratulations! After months of calling and contacting various people in your prospects’ company, you’ve finally landed a demo meeting with the CxO and their team. As the excitement and jubilation wears off, you ...

March 12, 2019 | Melody Astley

How to Get Your Reps on Board With a New Sales Process

Want to know what’s more difficult than creating a new sales process? Getting your sales team to buy-in and adopt said new sales process as part of their everyday sales routine. To better ensure your sales reps adopt ...

March 5, 2019 | Becca Sundal

Shifting IT From an Operational Cost to a Driver of Value

It’s no secret that Information Technology is a key enabler of nearly everything we do. It’s also begun a significant shift from its origin as a pure support function and cost center to a revenue-generating profit ...

February 26, 2019 | Becca Sundal

The 7 Personalities You Run Into When Selling to C-Suite Executives

In the world of sales, you run into a lot of personalities. Knowing how to sell to each will determine how successful you are at closing deals. To help you make your sales pitch a home run every time, we’ve created an ...

February 19, 2019 | Michele Wilkins

Solution Selling: 5 Ways to Show the Value of Your Product

Features and benefits don’t cut it anymore – even more so if you're aiming to get the c-suite on board with your vision. And, according to TSIA, 80% of new technology spend will sit with business buyers by 2020.

February 12, 2019 | Becca Sundal

How to Guide: Evaluating a Sales Training Partner

With a plethora of sales training programs and partners available on the market, deciding which one is best for your sales team can be a difficult and arduous task to undertake. When it comes to evaluating a potential ...

January 29, 2019 | Michele Wilkins

Account Planning – Where to Start?

Account planning can be a tedious exercise and a lot of times the work doesn’t pay off. Having said that, according to CSO Insights, sellers that do a good job with account plans see as much as a 17% uplift in win rates.

January 23, 2019 | Dana Reid

Want to Beat the B2B customer Disengagement Slump? Use Data to Personalize Your Conversations

It’s the dreaded slump. You suspect the buyer is pulling away, not returning calls, too busy to talk. It’s time to take some action. B2B buyers are often savvy, high-level professionals and what you’ve done in the past ...

January 15, 2019 | Melody Astley

The 3 Components of a Strong Value Proposition

Crafting a powerful value proposition that resonates with a C-suite audience is as much an art as it is a science. A well-presented value proposition not only articulates the unique benefits of your products or ...

January 8, 2019 | Melody Astley

5 Rules for Measuring the ROI of Your Sales Training Program

Every year, companies of all sizes collectively invest billions of dollars into their sales training programs. Whether it’s coaching the sales team on new technologies, product offerings, or techniques, a strong sales ...

December 11, 2018 | Becca Sundal

Making Sense of Data to Drive More Profitable Sales

“Data-driven” anything – company, culture, strategy, decision-making – is the ubiquitous buzz word of the moment. The dictionary definition of data-driven is “determined by or dependent on the collection or analysis of ...

December 4, 2018 | Melody Astley

“No Decision”: 3 Checkpoints to Predict and Avoid It

For many of our clients and us, December signals the homestretch of the fiscal year. How time flies! The time is now to deliver your commitments to the business and to overachieve your quotas. With all of the great ...

November 27, 2018 | Melody Astley

Choosing Between a One-Size-Fits-All vs. a Tailored Training Approach

Every year corporations spend hundreds of hours and millions of dollars on training for their sales team. Unfortunately, when not planned out properly, those lessons might only amount to a marginal increase in close ...

November 13, 2018 | Michele Wilkins

3 Ways to Create A More Productive Sales Team

A more productive sales team is a more profitable sales team. Period. For a sales organization, productivity is directly tied to efficiency. The more efficient your sales team can be with their time, the more closed ...

November 6, 2018 | Michele Wilkins

How to Keep Your Sellers Engaged at Your 2019 Sales Kickoff

This is the second of a two-part series to support your 2019 sales kickoff. If you missed part one, you can find it here. Most sellers are about to receive a “save the date” for 2019 sales kickoff if they haven’t ...

October 30, 2018 | Melody Astley

4 Masterful Ideas to Help You Navigate Sales Kickoff Planning

‘Tis the season for many companies to plan their sales kickoffs. You have a budget and a bunch of ideas about how to build an exciting experience for the sellers. With many competing ideas and not enough time to plan, ...

October 25, 2018 | Dr. Stephen Timme

Selling to CFOs

CFOs are playing an increasingly important role in formulating a company’s strategies and goals. Gone are the days of their responsibilities being primarily relegated to traditional finance and accounting functions like ...