Gretchen Gordon

What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal. I’ve observed it happen many…

2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their sales…

85% of salespeople have self-limiting beliefs that hurt their sales effectiveness. 85%! Huge! And one of the most common Sales…

Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to…

It's no surprise that we invest a lot of time in training sales teams and coaching their leaders. Our experience…

Last article, I mentioned I’ve been re-reading “Good to Great” by Jim Collins. Continuing with the theme of how the…

Jim Collins’ popular book “Good to Great” has served as a guide for many companies aiming for excellence. It also…

Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has…

My family and I are fortunate to live in a lovely suburb with lots of trees and plenty of green…

Face it, even before COVID-19, we were long overdue for a recession. Most “experts” predicted one would occur last year,…

As I work from my home office, I hear the buzzing of saws cutting down tree limbs on behalf of…

This article is written with field sales teams in mind. However, if you run an inside sales team exclusively, don’t…