Call Us(844) 874-7253
Find a ConsultantBecome a Consultant
Call Us(844) 874-7253
Find a ConsultantBecome a Consultant

Expand Your Knowledge

Written by the experts, our blogs will be your source for the latest sales tips and insights. Whether you dive in to a particular topic, or read them all, you are sure to find the help you need to continue growing your sales organization.

Not sure where to start? Here are our top picks:

Building a Modern Sales Operating System
5 Areas Sales Teams Should Focus On for Results

Complete Library

  • All Categories
  • AI in Sales
  • Compensation
  • Competition
  • CRM
  • Employee Management
  • Entrepreneur/Startup
  • Hiring/Onboarding
  • Podcasts
  • Published Articles
  • Revenue Growth
  • Sales Consulting
  • Sales Leadership
  • Sales Process
  • Sales Strategy
  • Sales Success
  • Sales Training
  • Strategic Planning
All Categories
  • All Categories
  • AI in Sales
  • Compensation
  • Competition
  • CRM
  • Employee Management
  • Entrepreneur/Startup
  • Hiring/Onboarding
  • Podcasts
  • Published Articles
  • Revenue Growth
  • Sales Consulting
  • Sales Leadership
  • Sales Process
  • Sales Strategy
  • Sales Success
  • Sales Training
  • Strategic Planning
Businessman contemplating how he is leading his team.
Employee Management

7 Things Sales Managers Do WRONG

Sales managers are responsible for leading a team of salespeople, setting goals and targets, and ensuring that their team meets or exceeds them. However, even the best sales managers can make mistakes that can hinder their team’s performance and success. Here are seven things that research shows sales managers are commonly doing wrong, along with a checklist to help you avoid these pitfalls. Not Setting Clear Goals and Targets According to a survey by the Sales Management Association, only 57% of sales teams have clear, written goals and targets. Without clear goals, it’s difficult for salespeople to know what they …

Read More
Inflation pricing – the prices of goods and services goes up
Sales Strategy

Discounting is Bad for Businesses – Especially When Protecting Against Inflation

Even in the best economic times, it’s not uncommon for clients and buyers to seek business discounts on your products or service solutions. From their perspective, there can be many reasons to ask for better pricing: lack of perceived value, insufficient funds, better quotes from competitors, and so on. After all, who doesn’t like to get the best possible deal, right? But when economic conditions are less robust, such as during times of high inflation and recession, the expectation for discounting pricing can become amplified, forcing the small to mid-sized business into a corner. While discounting is tempting in such …

Read More
Businessman stressed about growing sales during inflation
Published Articles

Is Small Business Success Possible During a Period of Inflation?

The global post-pandemic economy is turbulent with the current inflation and looming recession. It’s especially affecting small businesses. According to a recent Goldman Sachs survey, 91% of small business owners report negative impacts on their business, and 73% specifically blame rising energy costs. Combatting inflation isn’t easy, especially when small businesses laid off nearly 40% of their workforce at the start of the COVID-19 lockdowns. A McKinsey survey found rising prices are a bigger concern to the average American than gun violence, COVID-19, and climate change, with a whopping 65% of people reporting it as their top worry. As you navigate stricter buyer expectations and supply-chain shortages, …

Read More
Employee giving resignation letter to boss
Employee Management

How Job Hopping is Hurting Your Sales

By now, most business leaders have had some kind of run-in with the effects of the Great Resignation. This era, characterized by loyal employees suddenly switching careers — or leaving the workforce completely — has given rise to rampant job hopping. And job hopping, or changing jobs frequently (usually holding a position no more than two years), is taking its toll on the talent pool. As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy, sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. I’ll …

Read More
A group of recruiters including HR manager and other department working together in workplace to recruit applicants
Employee Management

What You Need to Know About Hiring During a Recession

It’s Still a Candidate’s Market: What You Need to Know About Hiring During a Recession There’s no question that the job market is a strange place right now. Despite recent large-scale layoffs from major tech companies and indications of an incoming recession, it’s still very much a candidate’s market in most industries. The push-and-pull between the potential impact of a recession and the immediate need to fill open positions puts recruiters in a tough position. In many cases, it’s not enough to hire someone with the skills for the job at hand — you need to find the candidate that’s most likely to …

Read More
Business meeting with small to mid-size business owner for new fractional sales opportunity.
Sales Consulting

Can Being Too Resilient Keep You from Realizing Opportunity?

Life and business can be difficult at times. When disappointment and bad news strike, we hear those little voices in our heads, telling us to, “Roll with the punches,” and “go with the flow,” and even to, “buck up, buttercup!” These are learned defense mechanisms that help us cope with the slings and arrows of life and work. In many cases – most cases, perhaps – these little internalized pep talks help us keep things in perspective and find the proverbial silver lining when life storms strike. But… Is it possible to be too resilient? Is it bad – for …

Read More
Load More
Sales Xceleration Framework