Ideas that matter

PGunn blog post

Executive Spotlight: Patrick Gunn, Qstream’s VP of EMEA Sales, Focuses on Growth

What attracted you to the role at Qstream? Obviously the people and the cool technology! But actually it was the business problem we are solving. I have been in the position of many Sales VPs with large sales teams. I could understand the numbers, the activity, etc. within the CRM system, but what I couldn’t easily understand was the e [...] Read More

Managing Through Change

Sales at the Speed of Change: Can Your Sales Development Strategy Keep Pace?

It was the Greek philosopher Heraclitus around 500 B.C. who said, “There is nothing permanent except change.” He likely was not referring to the world of sales, but his sentiment is no less apt in this modern context. There’s no question that sales forces are change-intensive organizations. Shifting buyer preferences, coupled wit [...] Read More


3 Misconceptions About Tenured Sales Professionals

Let’s start by defining what we refer to as a “tenured” sales professional – this is someone who likely has 10 plus years of sales experience, whether solely with their current company, or accumulated over the years at various places of employment. Suffice it to say this is a person who is established in their sales career an [...] Read More


The Secret Ingredient for a Great Qstream Experience

One of the most critical components for a successful Qstream is effective content.  The challenge scenarios you deliver to your teams should be relevant, informative, and easy to understand. The explanations should both reinforce and clarify key messages that are directly tied to the business objectives of the Qstream. In short, quality [...] Read More

what high-performing sales reps really want

What High-Performing Sales Reps Really Want (And What Pushes Them Out the Door!)

There is perhaps no enterprise business role more visible, or more studied than sales. After all, we not only keep score of their successes and failures, we publish them widely for their peers and all the world to see.  Yet despite the scrutiny, what do we really understand about the motivations and subsequent behaviors of high-performin [...] Read More


How to Create a Gritty Sales Team

Psychologist Angela Duckworth defines Grit as the combination of passion and perseverance. She studies Grit for a living. Her research suggests that Grit can predict success across many different types of groups; from inner city students and military cadets to sales professionals. My previous blog, The most Important Trait to Look for Wh [...] Read More

Two doctors and African American businessman using touchpad together.

The Great Debate: Can Putting the Patient First Boost Pharma Sales?

Nearly half of the pharmaceutical executives who responded to a recent survey believe that the best sales performers in their field are those who share strong patient-centric values. Yet only 3% felt their companies knew how to measure and reward representatives for this. This gap illustrates a fundamental issue many pharma companies are [...] Read More

seven deadly sins of sales coaching

The 7 Deadly Sins of Sales Coaching

When you hear mention of the 7 deadly sins, you might think of “lethal traits” like pride, envy, anger, gluttony, and so on. But when it comes to sales, and specifically sales coaching, our list is a bit different. If you’re working to build a culture of more effective coaching, here are a few “sins” to avoid: 1.  Doing too [...] Read More


Are Your Salespeople Facing Extinction?

The numbers vary depending on your source, but the essential facts are the same: B2B buyers are spending significant time online researching your product or services before they engage with you. This requires sales reps to play a dramatically different role as they seek to acquire and maintain customer relationships: less pitchman, more p [...] Read More


Solving the Six-Figure Problem Within Your Sales Organization

If you’re like most companies, you kicked off this year with big growth plans. And chances are, you’re among the 70% of companies planning to increase the size of their sales team this year. This means a couple of things. First, the battle for high-performing sales talent is on. And second, in addition to the great benefits and perks [...] Read More