by Tris Brown | Sep 30, 2025 | Solution Selling
How to Leverage Board Members for High Quality Sales ReferralsSecuring high-quality sales referrals from board members with strategic networks can make or break your sales strategy. When activated properly, board connections can open doors to decision-makers that... 
by Tris Brown | Aug 31, 2025 | Solution Selling
How to Design Effective Sales Training for TeamsDone right, business sales training can make or break an organization’s ability to thrive and grow. Done well, effective sales training for teams equips teams with the right sales skills, behaviors, and confidence to... 
by Tris Brown | Jul 31, 2025 | Solution Selling
Most sales teams excel at addressing what customers say they want regarding specific features, budgets, and business objectives. But the most impactful differentiator in competitive markets lies beneath the surface. High performing sales teams consistently uncover... 
by Tris Brown | Jun 17, 2025 | Solution Selling
We know from project postmortem results that sales success isn’t as random as many sales reps would lead you to believe. Whether a key sales deal moves forward or collapses, the outcome is typically rooted in predictable sales behaviors, actions, and perceptions —... 
by Tris Brown | May 31, 2025 | Solution Selling
What Percent of Your Sales Team Needs to Be High Performing to Drive Meaningful Results?We know from project postmortem results that sales performance is rarely distributed evenly across sales teams. Typically, a minority of salespeople drive the majority of revenue.... 
by Tris Brown | Apr 16, 2025 | Solution Selling
What to Do If Sales and Marketing Do Not Get Along A Strategic Approach to Aligning Two Essential FunctionsWhen sales and marketing do not get along and fail to collaborate effectively, the fallout isn’t just internal dysfunction — it’s a direct threat to revenue...