The Secret to Launching a Successful Sales Transformation

Posted by Everett Hill on Wed, Oct 16, 2013

In the course of my consulting work I’m frequently asked how to launch lasting change across a large sales organization. I always respond with, “Quickly deliver value to a small portion of your business through a successful pilot.”

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Tags: sales effectiveness, business transformation, sales transformation, Project Mercury

Make Your Sales Plan Soar in 2013

Posted by Everett Hill on Tue, Jan 01, 2013

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Tags: sales effectiveness, effective sales calls, sales training

Sales Performance Metrics Made Easy

Posted by Everett Hill on Thu, Nov 29, 2012

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Tags: sales effectiveness, sales management, sales performance metrics

Your Sales Force is Obsolete!

Posted by Everett Hill on Mon, Nov 05, 2012

Last month I attended the 2012 Sales Force Productivity Conference, an event of the Sales Management Association. At last year’s conference several speakers made a strong case for achieving long-term sales force effectiveness through deliberate sales coaching. This year the most important takeaway was an even bigger idea. You see, most sales forces are being rendered obsolete as a result of market evolution. Fixing this requires sales leaders to let go of the idea that they have something unique to sell.

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Tags: sales effectiveness, sales training, competitive strategy, b2b sales strategy

Sales Coaching—Art, Science…or Fad?

Posted by Everett Hill on Fri, Aug 31, 2012

This week I contributed to a healthy debate on the topic of “Sales Coaching—Art or Science?” as a guest of Jon Baker on Biz Rocket Radio. I was joined by three other experts in the field: Duane Gingrich, former VP Sales and Marketing, Schneider National Inc; Bob Kelly, Chairman of the Sales Management Association; and Jill Pollard, President of Head Coach Inc.

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Tags: sales coaching, sales effectiveness, sales management, sales coaching training

Whose Lead Is It, Anyway?

Posted by Joellyn Sargent on Mon, Aug 20, 2012

If you’re looking for a topic where Sales and Marketing disagree, lead generation is a hot one. Listen in on any conversation between the two departments and you’re likely to hear something like this:

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Tags: sales effectiveness, b2b sales leads, b2b marketing

Henry Schimberg: The End of a Sales Coaching Era

Posted by Everett Hill on Mon, Jul 02, 2012

Legendary sales leader and CEO Henry Schimberg has passed away.

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Tags: sales coaching, business turnaround strategy, sales effectiveness, sales turnaround

Want the Best B2B Marketing?

Posted by Everett Hill on Thu, May 17, 2012

“Marketing is so expensive, and it doesn’t get us new business. We’re not Coca-Cola, you know…besides, everyone in the industry knows us already. I’d rather spend the money retaining strong salespeople.”

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Tags: sales effectiveness, b2b marketing, b2b sales strategy