Sales Performance Scorecard (SPS)
Artificial intelligence (AI) and machine learning (ML) are making inroads into the B2B sales arena, and these are part of...
Read moreBarry is co-founder of Sales Mastery, a sales research and advisory firm focused on AI-for-Sales solutions and Sales as a Profession. His 40 years of sales and sales management expertise including co-founder of CSO Insights, (acquired by Miller Heiman/Korn+Ferry), president of Miller Heiman, and president of Goldmine software.
Barry has researched thousands of companies, and coached advisory clients to successfully transform their sales organizations. He has a rich background and proficiency in all things B2B sales and brings this expertise to advisory services clients, sellers, and sales leaders through speaking engagements (pre-COVID), articles, videos, social posts, and more.
He is currently an author/adviser to CustomerThink.com. He has written for numerous publications and has been twice published in the Harvard Business Review and was twice a keynote for HBR’s Warsaw Sales Summit.
Artificial intelligence (AI) and machine learning (ML) are making inroads into the B2B sales arena, and these are part of...
Read moreIn addition to presenting how Buyers have changed, this video shows how to best prepare for an economic downturn based...
Read moreSales Mastery is the concept of lifelong learning and continuous improvement in the field of sales. Like the Mark Twain...
Read moreThis video is the second of a two-part series defining World Class Sales Best Practices. Part 1 provides more detail...
Read moreAs we started the analysis of our third annual AI-for-Sales study, the observation by Bill Gates on the previous page...
Read more900+ firms responded to this most recent survey; only 54 (5.8%) qualified as World Class. This video describes the basis...
Read more“Relationship Selling” is a term that has been bandied about for decades and means, as is so often the case...
Read moreThe World-Class Sales Practices Study is conducted every other year, and it was interesting to see what will define World-Class...
Read moreThe great parts of this exercise are that it is quick, easy, and provides genuine insight for you to become...
Read moreThere may be debate about whether this should be the last segment in this four-part series, or the first. There...
Read more