Roderick Jefferson On Why Hope is Not a Sales Strategy

An excerpt of, Selleration CEO, Nick Rini’s interview with sales expert Roderick Jefferson.  Roderick is the Vice President of Global Enablement at Marketo, founding member of the Sales Enablement Society, and an Advisory Board Member of Selleration.

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3 Biggest Takeaways From IBM's 100+ Years of Sales Leadership

Few companies have had the long success story of IBM. And there’s a reason for that. You may think of IBM as a technology company, and that’s not wrong. However what is key to their 100+ years of success is the company’s approach to sales training, incentives and focus on the sales organization as an integral part of the organization as a whole.

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The 5 Traits Sales Reps Must Possess to Survive a Sales Transformation

Is your sales organization poised to undergo a transformation? Maybe you're moving from a product sale to a solution sale - which now calls for your sales reps to sell into the C-suite of the customer organization and rapidly forge new relationships. Or you might be running a sales organization that has long enjoyed the luxury of product superiority and must now, due to new competition, sell value to win the deal.

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