A Sales Enablement Conundrum: Who’s Coaching the Coach?
The room (and the online meetings) always become very quiet when we ask this question. Everyone knows the value of coaching, whether they’ve consciously thought…
Author: Barry Trailer
Barry 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.
Why Now is the Perfect Time to be a Sales Professional… Even for Millennials
Reps talking too much and listening too little was the clear front-runner; reps being time wasters was a distant second. So what are these reps so bus…
Sales as a Profession: Perceptions, Misconceptions, and the Way Forward
More often than not, people “fell into” or “wound up” in sales, having begun elsewhere. It’s not a problem, per se, (see opening paragraph) …
Building a Career in Sales: Hacks vs. Honing Skills for the Long Haul
This suggests getting some experience, skill development, and competence, before expecting to cash in. At the same time, it also suggests the learning…
Ignite Your Sales Performance at the Intersection of Purpose and Passion
During the lockdown, the question on pretty much everyone’s mind was/is, “When will we get back to ‘normal’?” Or, “Will we ever get back t…
Selling the Sellers
Instead of force-feeding SFA to your salespeople, try approaching them like you would with any other sale: Determine what's in it for them. Offer them…
Sales Force Automation Takes Wing
In The Fifth Discipline, Peter Senge uses the DC-3 as a metaphor for the five core disciplines essential to personal and business success. Just as the…
Garbage In, Garbage, Well You Know
Over the years, I've offered the following wager to hundreds of sales and senior executives: "I'll bet my house, right now, that you have people out w…
And the Word Was Process
Senior management today is not looking to fire people and is not looking to buy sales automation tools. Senior management is looking for measurable, p…
