The weak link in a lot of organizations is sales management. Guess what? More training isn't the answer. What are the shortcomings of sales management, and what are the two aspects that need to be considered? Why does sales management have to address the emotional aspects of leadership? On this episode, author, consultant, sales management training expert, Ken Thoreson shares on the challenges sales management is facing, retirement, and building the business model that made it possible. "The balance of emotion and process is what drives successful organizations." -Ken Thoreson

Too many salespeople are failing to adapt to the reality of sales today. How is this slowing down and bloating the sales funnel, and what’s causing this? How can we become better at delivering a high level customer experience? On this episode, B2B Prospecting & Sales Execution expert, Tibor Shanto shares on the issues he’s seeing in sales, how to fix them and finding a business model that allows him to leverage his impact. "Because of automation and the submissiveness of salespeople, there is a lack of energy at the top of the funnel." -Tibor Shanto

No amount of lead generation is worth it if your deals don't close. What are the factors that make closing a deal an uphill battle, no matter how good the product is? Why are targeting and messaging so important in this process? How do we know when it’s the right time to deliver our value proposition, and what’s the best channel for closing more deals? On this episode, James Muir, author of the #1 best-selling book The Perfect Close, shares how to overcome the hurdles that get in the way of closing deals. "No amount of brilliant messaging, computer automation or brute force effort can ...

When it comes to implementing social selling, what are some misconceptions and challenges that organizations commonly run into? How does social selling accelerate the buying process? How can we leverage social internally? On this episode, I’m joined by social selling influencer and CEO of Digital Leadership Associates, Tim Hughes, who shares insights on how we can get a better grasp of the concept of social selling. "The biggest mistake people make is thinking “social selling” is selling over social." -Tim Hughes

When it comes to getting in front of high-level executives in organizations, how do we tailor our approach so we don’t get drowned out by the noise? Why is it so important to have a super-focused, super-targeted approach? How do you capture their attention, get a few minutes of their time and go to the next level? On this episode, Steve Hall answers these questions and shares valuable insights on reaching the right people. "Every message ever sent to anyone, whether it’s to one person or a thousand people, is received on a one-to-one basis." -Steve Hall