A good amount of work I do with clients is provide expert advice to B2B sales professionals, revenue managers, and sales leaders to help open, qualify, advance, and close more sales opportunities — sales coaching. This 1:1 service includes unlimited...

A problem artificially hindering sales among B2B sales teams is measuring and rewarding the wrong thing — closed sales. It sounds right — pressure the team to sell more. But riding your team to close more business is like yelling...