Many companies today are making big bets on big ideas; that is, large investments to drive meaningful change and growth strategies. This strategy change could be a new product, a… read more →
There are two things I ask to look at first when I am brought in as a consultant for a sales organization. The first is the documentation of their sales… read more →
When asked to “rate your ability to consistently hire sales reps who succeed at selling” over 47% say their company “Needs Improvement”. So says the 2012 Sales Performance Optimization report… read more →
The age-old nature vs nurture question is back: Are great salespeople born or developed? The implications loom large if recruiters and sales managers need to test and assess the troops… read more →
No, of course not. Relationship selling – selling through building and nurturing strong personal and professional relationship – will never go out of style. But are Relationship Building sales reps… read more →
According to recent breakthrough research by the Corporate Executive Board, today’s effective salesperson needs to be a Challenger – a teacher, a provocateur of sorts, a thinking man/woman who is… read more →
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 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 →