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By Brad Hawley, Head of Client Engagement | 5 min read
Relationship Managers, Wealth Advisors, Commercial Lenders — they all carry a number. Banks hire them for credentials, but the ones who produce have something else entirely: selling instinct.
By Brad Hawley, Head of Client Engagement
Why most sales mis-hires aren’t bad salespeople at all — they’re the right people in the wrong sales environment. Learn the 5 elements of a sales profile that predict success.
By Brad Hawley, Head of Client Engagement | 7 min read
Most sales questions are elementary. Learn proven conversation frameworks — from Issue-Evidence-Impact to Problem-Solution-Benefit — and when to deploy each one.
By Brad Hawley, Head of Client Engagement | 4 min read
Stop overthinking pre-call planning. The most important thing you can do before a sales meeting is nail your opening question — it sets the tone for everything that follows.
By Brad Hawley, Head of Client Engagement | 5 min read
AI is transforming the sales workflow — but it’s not replacing the salesperson. After 27 years in revenue-generating roles, here’s where AI actually fits in the hierarchy.
By Brad Hawley, Head of Client Engagement | 6 min read
Deloitte, McKinsey, and Accenture all have dedicated sales teams. Law firms are professional services organizations too — so why are they leaving revenue on the table?
By Talnted Research | 6 min read
A single failed sales hire can cost your organization between $500,000 and $1.5 million. Here’s the math most companies refuse to do — and what precision hiring looks like.
By Brad Hawley | 12 min read
The compensation ratio — the split between fixed base and variable pay — is the single most powerful lever you have to shape seller behavior, attract the right talent, and align your team with business outcomes.