Selling has always been more about the buyer than the seller. So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a…
Help Your Sales People Spend Time On The Right Things
Sales executives typically have two levers to try to increase sales: They can increase the quantity of sales effort by adding sales people, or they can improve the quality of…
3 Questions Sales Ops Leaders Must Answer
We recently invited Steve Rutledge, senior vice president of global sales operations and enablement at Genesys to speak with us about his sales operations strategy. Specifically how he develops and…
Are You A Negative Leader?
Horrible bosses make their employees lives miserable. They’re out of touch with themselves and others; their behaviour is negative, self-centred, focused only on the numbers, and sometimes just plain nasty.…
Will You Win In Head To Head Competition?
How well do you understand your competition? And do you know how to beat them? Beating the competition is not just the responsibility of sales. It is not just the…
Actionable Learning In Bite-Sized Snippets
Sure, you read a lot of business books. But what are you doing with that information? Get ideas from top business books and put them into practice with your entire…
Adopt A Growth Mindset
Psychologist Carol Dweck, in her book Mindset: The New Psychology of Success, investigates the power of our beliefs, and how changing them can have a profound impact on our lives.…
Calming Your Brain During Conflict
When we perceive a threat, the amygdala sounds an alarm, releasing a cascade of chemicals in the body. Stress hormones like adrenaline and cortisol flood our system, immediately preparing us…
Oscar de Weijer On Being Dedicated To Business Improvement
Vital stats Oscar de Weijer Designation: Executive - Sales and Business Development, at Healthbridge Sales team size & distribution: A team of seven sales consultants responsible for different regions of…
Better Ways to Build Rapport
We all know the importance of building rapport during a sale, and we also know that people tend to do business with people they like, know or trust. What people…