Published Research
4,000+ deals researched.Three books.
The Sales Agility Code
Deploy Situational Fluency to Win More Sales
Learn and replicate what the highest-performing Sales People do to succeed in an unpredictable and ever-changing market.
- Shift to a buyer-focus perspective and assess customer situations from multiple perspectives
- Make sense of buyers’ situations by considering and weighing all available data and your own insights
- Choose a sales approach that aligns with the customer situation with your prioritized sales objective
- Execute a variety of sales tactics that will move the sales opportunity forward
- Make in-the-moment adjustments as the buyer’s situation evolves
With The Sales Agility Code, you have everything you need to understand the buyer, the buying situation, and the buyer’s needs so you can consciously choose the best approach for each stage in each deal―which will invariably result in more sales.
Cracking the Sales Management Code
The Secrets to Measuring and Managing Sales Performance
Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching. It is a book on how to effectively manage a sales force.
Crushing Quota
Proven Sales Coaching Tactics for Breakthrough Performance
Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.
Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing:
- Provide clear direction for sellers on how to get to quota―for all sales roles
- Ensure effective execution by coaching the right things, in the right measure, executed the right way
- Assess seller performance and make timely course corrections
