Category: Sales Leadership

Sales Leaders: Find Mentors and Peers, and Form Groups to Learn From

Post author By Jamie Shanks
Post date March 22, 2018
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This morning, I was jogging around Sydney Harbour, listening to an Audible book, Built from Scratch, the book of the creation and growth of Home Depot. Arthur Blank (now owner of the Atlanta Falcons NFL team), was then a co-owner of Home Depot. In the book, he recounts that the single most important thing he did to accelerate his career was to surround himself with people who knew answers he didn’t. He would force his way into groups and situations to meet business leaders and formulate mentorships to help his development.

Sales Leaders: Why You Must Maximize Your Team’s Potential

Post author By Jamie Shanks
Post date March 9, 2018
No Comments on Sales Leaders: Why You Must Maximize Your Team’s Potential

maximize-potential-team

This week I was in New Delhi, India working with the sales leadership team at Microsoft’s inside sales digital center. The team was eager to learn new skills, and frankly surprised me with all the sales methodologies, books, podcasts, etc. that they consume on the regular basis. But what caught my attention most was their upfront transparent view on sales training, and its ability to enhance sellers’ careers (knowing full well that some sellers then become a flight risk).

Blog Digital Selling Digital Transformation Sales Leadership

What’s a CEO’s Role in Digital Transformation?

Post author By Jamie Shanks
Post date February 20, 2018
No Comments on What’s a CEO’s Role in Digital Transformation?

With a mecca of digital and social selling tools available to modern sales organizations, many companies are in the midst of a digital transformation. They’re leveraging the power of technology by building a sales and marketing tech stack that empowers efficiencies and drives smarter (and increased) sales.

Blog Digital Selling Digital Transformation Sales Leadership

Best Practices of the Most Successful Digital Transformation Projects

Post author By Jamie Shanks
Post date February 16, 2018
No Comments on Best Practices of the Most Successful Digital Transformation Projects

If you believe that the world today is a very different place than what it was even four years ago, there’s a new set of hard data to back you up. Businesses all over the globe are struggling to keep pace with an unprecedented rate of change in technology and culture. New research shows that many firms are not satisfied with their attempts so far and that only a few transforming organizations have both measurably improved their performance in the market and were able to hold on to those improvements.

b2b sales Blog Enterprise Sales Sales Leadership

It’s About 3-4 Great Digital Sales Plays, Not “Social for Social’s Sake ”

Post author By Jamie Shanks
Post date February 14, 2018
No Comments on It’s About 3-4 Great Digital Sales Plays, Not “Social for Social’s Sake ”

“What about if we learn more about Tweeting?”

“I see other social selling training companies talking about Facebook and Snapchat?”

Welcome to the social selling charlatan trap! Don’t get caught in FOMO (Fear of Missing Out), and make sure your sellers are social media proficient. That does absolutely nothing to highly influence your sales objectives. All that you’ve done is turn your sellers into branding machines.

Blog Sales and Marketing Sales Kickoff Sales Leadership

How Sales and Marketing Can Work Together Better in 2018

Post author By Jamie Shanks
Post date February 13, 2018
No Comments on How Sales and Marketing Can Work Together Better in 2018

It’s the time of year when sales teams wrap up celebrating last year’s wins and start setting goals to exceed last year’s performance. Likewise, marketing teams are heads-down in planning their own strategies for the year. Too often, though, those teams are so focused on their own planning that they forget they’re stronger together.

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