Growing up I was indoctrinated that the slightest look at a girl would for sure lead to an ill-timed pregnancy. And being the youngest of eight there was clear evidence of that being true. …

This was the title of the closing keynote at Rainmaker 2017, a conference hosted by SalesLoft in Atlanta where modern B2B sales leaders gather to share best practices. Although the title is provocative don’t worry. It is not going to be a weird conversation by a Dutch guy fueled with…

Late January 2017 we invited a group of Storm CxOs to participate in a conversation around the challenges they are anticipating for 2017. Below a write-up on the conversation. Key Challenges in 2017 As part of this process we started with a short workshop in which we teamed up the attendees and asked them…

TL;DR: In pursuit of rapid growth many companies experience the limits of an inside sales organization. The heads of many sales leaders are spinning as the combination of price and availability of sales people vs. results are spiraling out of control. …

TL;DR: In pursuit of rapid growth many companies experience the limits of an inside sales organization. The heads of many sales leaders are spinning as the combination of price and availability of sales people vs. results are spiraling out of control. …

This week we kicked of the Sales Mastership program for 2017 at Dreamforce in San Francisco. This event was sponsored by Salesloft, Storm Ventures and Winning By Design, our goal was to show the importance of training in the world of sales. Importance of Training Sales Development Training of SDRs has become extremely important…

TL;DR: There is systemic failure across B2B sales organizations to hit growth targets. Some blame “the Millennials” for being unable to sell, “the market” for taking a turn, or that the targets are “too big”. …

TL;DR. You want to sell into bigger accounts. If you do so because you are failing in other market segments — you need to reconsider. If you are going upstream as a logical extension of your current business, you need to prepare. …

Sales professionals are eager to have a meeting with prospective customers to learn more about their challenges so they can help them tackle those challenges. But customers do not want to talk to sales to educate them about their problems, and certainly are not interested to populate their calendars with…