Coming from a background in mechanical engineering, Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, is very interested in how sales works. He has always believed in the power of th

If we train our salespeople to use data and devise probing questions that sort out which prospects are worth their time, is our main instruction to reps, “Go for the disqualification jugular vein!”? H

Sales and marketing departments usually operate as two separate entities. Although that’s not healthy for a business, it’s generally the reality in many companies. Santosh Sharan, president and COO of

Sales used to be considered a trick done by salespeople, but success in sales today relies more and more on collecting information, analyzing the resulting data, and then using it to finetune your sal

Is the goal of each member of your sales team to dominate your company’s market? Or is their goal to make their sales quotas? According to our Market Dominance Guy, Chris Beall, it should be “Dominate

Driving revenue is what keeps a startup company in the hands of its founders, instead of in the grasp of a venture capital firm. That’s what Canyon Ventures Center for Innovation and Entrepreneurship

One of the major challenges of getting a startup up and running is doing a lot of things you don't know how to do. How are you going to learn to do them? Enter Robert Vera, founding director of Canyon

Are you providing your reps with excellent sales training only to find that most of them drift slowly back to their old behavior? In today’s podcast, Gerry Hill, Regional VP/EMEA of ConnectAndSell, an

What’s the most efficient, most secure method of growing your company? Shane Mahi, Founder and CEO of SalesDRIIVN, and Gerry Hill, EMEA Regional Vice President of ConnectAndSell, explore this question

How did you get started in sales? And what led you to the position you now hold and the company you are currently involved with? Shane Mahi, Founder and CEO of SalesDRIIVN, and Gerry Hill, EMEA Region