What kind of car should you drive? Answering that question with anything other than, "It depends," is irresponsible because there are so many variables. Choosing a car depends...
03/28/2023
The Changing B2B Sales Landscape: What Sales Leaders Need to Know and Do Written by Erica Schultz Chief Marketing Officer, RAIN Group Sales leaders with a finger on the pulse of...
03/28/2023
When employees leave – either because you fired them or they quit by choice, their absence leaves a hole. The more employee turnover you have, the more holes you have to deal...
03/28/2023
There are several ways to improve the effectiveness of a sales force, and B2B sales training is the first way most sales organizations level up their sales teams. Because...
03/28/2023
The selling problem for most retail salespeople isn’t the merchandise. Old school sales training never had you observe something about the customer, witness some behavior or...
03/18/2023
First, the bad news for retailers... I’ve included this quote from McKinsey in several of my previous blog posts: "Brick-and-mortar stores should still account for...
03/18/2023
When done right, great customer service creates an exceptional experience and shouldn’t really look like anything. The retailer should be letting the customer know that they...
03/13/2023
Reduce sales force turnover Reduce the cost of sales Creating a charter allows you an opportunity to secure buy-in and consensus from your stakeholders and collaborators, define...
03/13/2023
Much was written about people quitting and the Great Resignation. People often quit and find the grass isn't always greener. But the jobs problem in retail isn't what others...
03/13/2023
There was a time when great merchandising was a valuable tool in a retailer’s arsenal against competitors. Then it became a cost-saving area. Today retailers are rethinking the...
03/13/2023
16 Ways To Boost Your Business in 2022 Photo by Jean Luc Benazet via Unsplash Attract the Right Job Or Clientele: 16 Ways To Boost Your Business in 2022 Note: Natalie Redman...
03/13/2023
It’s never been harder to be a sales enablement professional. The pressure to accelerate ramp times and improve sales onboarding often doesn’t come with more headcount and...
03/09/2023