We still maintain that you can conduct an effective 90-day salesperson or sales team upgrade without a lot of money, fanfare or wholesale change-out. It’s done through 4 core areas… read more →
We wrote a couple of months ago about the end of the “Solution Selling” era. This month we’ll address the rebirth of sales enablement across progressive selling organizations. A new… read more →
It’s November and we’re deep into the fall sales quarter, football games and we’re fast-facing the holiday season. Just this past weekend we witnessed the game of century (LSU vs… read more →
With all due respect to Michael Bosworth, author of Solution Selling, it’s time to rethink “solution selling.” Both the selling world and customer interactions have changed and require adjustments to… read more →
It’s our 10th Anniversary. MXL Partners has been providing sales consulting and sales training for companies for a decade. We’ve worked with sales reps and managers from over 150 companies… read more →
If you’re a veteran to sales, when you see the topic of “Account Management” one’s mind goes to one of two places: 1) Managing and selling to large accounts, or… read more →
When it comes to sales productivity, sales coaching certainly comes into play and is crucial for a successful sales organization. If you’re going to make adjustments, the team has to… read more →
Getting close to mid-year (non-calendar fiscal year excepted, of course). Should be pretty clear now whether you’re hitting the number, over-achieving, or missing the mark. Go heads down, all out… read more →
CSO Insight’s recent Sales Optimization Report reveals that when rating their “Ability to Accurately Forecast Business,” 46% of salespeople rate Needs Improvement. This is down from 60% five years ago,… read more →
There’s a growing trend in the sales kingdom. It’s ad-hoc sales messaging. Not necessarily bad if you’ve got a hot and compelling product. Certainly some sales teams can still be… read more →