Here you can view previous Roundtable discussions:
Why Our Focus On Proactive Client Retention Has Become Critical
Here is the reality: Every year, businesses lose billions of dollars in sales due to poor customer service and inefficient account management. A recent survey quantified the amount of money lost annually in the US alone at roughly $62 billion. That number accounts only for clients who decided to switch providers directly because of sub-standard […]
The Future of Sales Team Training & Development
Here’s what we know: Continuous training gives 50% higher net sales per employee, but the impact of sales training can be hard to measure and so many sales leaders doubt its effectiveness. The truth is that investing in our people has a positive impact on our organization, even if that impact is not clearly seen in […]
Leading a Sales Team Through a Crisis and Out to the Other Side – Safely and Securely
We fully appreciate that survival is at stake for many businesses but eventually this crisis will abate, and so sales managers/leaders must live with the decisions they are making now or accept the medium and long-term consequences. That means more than simply keeping the machinery ticking-over. This is not a time for inertia and certainly […]
The Future of Professional Selling – What Will the New Normal Be Like?
We all understand that we are currently in unchartered waters and our uncertainty and anxieties for the health of our loved ones, our careers and our companies are natural. Nobody can predict with any confidence what the sales space is going to look like post-pandemic and returning to normality – yes, we will all win […]
Sales Leadership – The Coaching Imperative
Even if salespeople have undergone progressive sales training, there’s no guarantee that they will be successful. It is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way, or to simply skip steps and take shortcuts that can lead to long-term trouble. Perhaps even more important […]
Sales Enablement or Revenue Enablement or Customer Enablement or?
What we do know is that sales enablement has stalled: Ongoing research suggests that less than 3%of organizations exceeded their objectives in 2019 and even the most vociferous evangelists are admitting that a plateau has been reached. During this latest Roundtable, we tried to understand why, after just five years, the wheels appear to be […]