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 →
Account review sessions can be formal or informal sessions involving managers, the account rep or team, technical management and any other key individuals participating in the analysis and strategy development… 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 →
After 30 years of sales experience including the past 10 years coaching and training sales teams from Silicon Valley start-ups to Fortune 500 companies around the world, I’m still a… 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 →
CSO Insight’s recent Sales Optimization Report reveals that salespeople are knowledgeable about their products. However, there are clear weaknesses when it comes to effectively understanding buyers, cross-sell/up-sell, selling value and… read more →
It’s an age old question: Do I spend more time researching companies before I call them or do I make more “cold” phone calls? This topic is too much debated.… read more →