New Advisor Spotlight – Ron Stern – Sarasota/Bradenton/Tampa, FL

We are pleased to announce that Ron Stern has joined the Sales Xceleration Team as an Advisor serving the Sarasota, Bradenton and Tampa SMB communities! Ron is an accomplished sales leadership executive with nearly 30 years of sales, business development, marketing and training expertise.  He is recognized for his ability to develop and implement innovative…

New Advisor Spotlight – Mike Dugan – Virginia Beach, VA

We are very pleased to announce that Mike Dugan, founder of Commonwealth Sales Advisors, has joined our Sales Xceleration network serving SMB communities nationwide! Mike possesses 20+ years of sales leadership expertise, having led successful sales organizations at companies such as Baxter, Boston Scientific and Medtronic.  Mike now brings his Fortune 500 sales leadership expertise…

New Advisor Spotlight – Tony Carrozza – Danville, CA

We are pleased to welcome Tony Carrozza to our national network of Sales Xceleration Advisors.  Tony is a 30+ year sales leader veteran, and is the founder of HyPerformance Sales Coaching located in Danville, CA. Tony possesses a solid history of piloting highly successful global sales organizations in the high-tech sector.  While his strength and…

Why Sales Training Alone Won’t Improve a Business’s Revenue – Part 4 of Our Series on “Why Sales Training Isn’t Enough”

For small and medium business owners, we often hear sales consultants prescribe sales training as the remedy for fixing an underperforming sales team. This leads to the obvious question: “is sales training enough?” But the real question is: “is training the sales team sufficient to increase revenue production and turn around a sales team that…

sales success buyer wants

Backstory for Sales Success: What Every Buyer Really Wants

Sales success sure seems complicated at times. Sales strategies abound, theories come and go, and tools and methods constantly evolve. Lost in the chaos, however, is one simple truth: sales success depends on buyers getting what they want. And because buyers are human, just like salespeople, their wants and needs should be relatable to the…

sales process buyer process

Want a Better Sales Process? Consider the Buyer’s Process First.

For a better sales process, most Sales Managers constantly tweak the steps salespeople take and the methods they use to win customers. It’s an endless series of refinements and shifts – of responsibilities, of deliverables, of actions taken – designed to make sales more efficient and effective. But frankly, it’s a self-centered, small-picture, myopic approach…

Sales Training

Creating Sales Training: 17 Questions You Should Ask Before You Start – Part 3 of Our Series on “Why Sales Training Isn’t Enough”

Over the short three decades of my career to date, I’ve interacted with sales training in many ways: Received training from both in-house and external programs While in the role of a sales leader, I was recruited by a sales trainer to implement the program being delivered to one of their clients Created and implemented…