Randy Illig

Learn how shifting to a true customer-centric mindset brings sustainable growth through increased renewal rates, better margins and improved relationships with customers.

When it comes to sales teams, hiring for experience doesn't come cheap. And it can actually represent a harmful trap. Here's how to avoid it.

The new currency of competition is trust. High-trust client relationships transcend marketplace churn. Learn how to build a sales organization based on trust.

Your sales force likely has a massive blind spot—and it’s tanking their performance. Most sellers miss the importance of trust, even though it may be the most impactful thing they could address.

Organizations no longer have the option of waiting to embrace “social selling”—the new model of leveraging online platforms to attract targeted buyers. Here are 8 tips to help you get started.

What important skill will your sales force own in 2019? Preparing for meetings? Developing trust with clients? Coaching each other? How can you, as a leader, ensure that they focus on it?

If your sales culture isn’t what you want, begin by looking in the mirror. What needs to change in terms of your beliefs, words and actions? Start here.

Before you give your next speech to your sales force, get in touch with your inner “salesperson.” Analyze what will inspire and encourage your team, then integrate that into your content.

If your sales and marketing teams spend more time fighting than collaborating, it's time for a relationship reset. Encourage them to focus on finding common ground, developing mutual trust and goals.

If your sales performance needs a reset, take a holistic approach to analyze and energize your operation. Focus on what’s working, what isn’t and where you need to improve.

If the multifaceted and complicated sales strategies you’re using don’t achieve consistent high-performance, then change to a simpler solution. Simple is always better.

Randy Illig Interviews Shawn Donovan on Building an Effective Sales Organization: Part 2

Randy Illig Interviews Shawn Donovan on Building an Effective Sales Organization: Part 1

Randy Illig recently spoke with social-sales expert Brynne Tillman about how leaders and organizations must embrace social selling, or risk getting left behind.

Randy Illig recently spoke with social-sales expert Brynne Tillman about how leaders and organizations must embrace social selling, or risk getting left behind.

The same trends that have revolutionized the consumer experience are now transforming the process of buying and selling between businesses. Traditional B2B selling methods will likely become outdated.

Revenue growth and sales team development don’t have to be mutually exclusive. But, too often, CEOs tend to see it that way. Maybe that’s why, at companies that struggle with unpredictable sales.