Why We Need Fewer Strategic Sales Managers The sales environment is going through an amazing amount of disruption at a staggering pace. Strategic sales organizations must adapt to the changes or risk falling into the downward spiral of lower… Bill Wallace November 09, 2018
The Single Best Investment a Sales Leader Can Make The key to victory is not defeating the enemy but defeating the enemy’s strategy. Therein lies his vulnerability. ~SunTzu In order to understand your competitor’s strategy, there are 5 things you… Bill Wallace October 23, 2018
The Usual Suspects Are Working Against You The majority of base accounts have nowhere near the revenue penetration that we both think they do, or desire that they have. On average, base accounts have 15-20% revenue penetration for the… Bill Wallace September 14, 2018
3 Secrets to Sales Success There are three secrets to selling that can immediately affect your performance if you embrace them, study them, and apply them. The secrets to selling are: Understand the political environment Be… Bill Wallace April 25, 2018
Success Is Waiting Outside Your Comfort Zone The Olympics are like Sales I don’t know about you, but I loved the 2018 Winter Olympics! It is a perfect analogy for success in the sales profession. Each Olympic athlete understands the psychology… Bill Wallace March 21, 2018
Hunter vs. Farmer The classic definition and role designation of “Hunters” and “Farmers” has become obsolete and counter-productive to a sales organization’s revenue growth. Traditionally, Hunters were people that… Bill Wallace January 04, 2018
Governance: Is It Boring? Or Is It Everything? In most instances, the lack of consistent and sustainable high-sales performance can be credited to poor Governance. The question for Sales Leaders is “Where are you going to set the performance… Bill Wallace November 27, 2017
The Science of Selling The B2B sales profession continues to evolve at a rapid rate due to client demands. Unfortunately, the sales training industry has not kept pace and is rapidly becoming obsolete. With the cost of… Bill Wallace September 18, 2017
Overcoming Fear, Anxiety, and Doubt in Sales Everything you want is on the other side of fear. Unfortunately, we all have moments of fear, doubt, or anxiety that keeps us from performing at our very highest levels. Interestingly enough,… Bill Wallace August 04, 2017
The Hitlist Creating new opportunities within accounts may seem daunting. The fact is, it is relatively simple; it’s all about developing and sharing ideas with your contacts while helping their business and… Bill Wallace July 10, 2017
