Revealing the scarcest commodity in corporate business, especially in America today, first requires an understanding of how we got there. Today Barry Trailer, Co-founder of Sales Mastery, joins Chris

In this follow-up to last weeks, The Theory of Constraints and Ice Cream Chris reminds us that all talent problems are wrapped up in lots of politics. And it turns out the key to all of this, wheth

We've heard the phrase, "Be careful what you wish for..." It's not unlike wanting to build pipeline quickly and how it relates to a kid in an ice cream store. What is the goal? Build as much - eat as

Scientific methods have a place in sales, whether it is to keep existing customers happy or to continue building the pipeline. David Dulany of Tenbound says, You create a hypothesis of what your mess

CROs, VP of Sales or VP of SDRs need to be able to persuade like Atticus Finch, write and email like Tarantino, and perform like DiCaprio. Youre actually looking for people to have a decent conversat

How are you tracking your pipelines success? If you are only looking at one quarter or two, you are missing the larger picture of the attribution. Most of the results are going to be 3, 4, 5, and 6 q

A companys leadership the lead singer, picks up the pieces and fills in the holes in a performance. Their drummers keep the rhythm of the deal moving forward so everyone can stay in time. But what

What helps make someone an effective leader? According to our guest, Paula White, the Leadership DJ of Side B Consulting, its all about employing a leaders human side along with their business side

When youre nearing the end of the quarter, especially the fourth quarter, do you tend to panic and offer a discount in order to close any deals hanging fire? Oren Klaff, New York Times bestselling au

It costs five times more to get a new client than to keep one you already have. Today, Rick Elmore, Founder and CEO of Simply Noted, elaborates on his commitment to customer retention and to his com