PORTFOLIO
SELECTED RESEARCH
Impactful Sales Kickoffs (SKOs)
The Top-Performing Sales Organization
Top Performance in Sales Negotiation
Top Performance in Strategic Account Management
SELECTED WHITE PAPERS / GUIDES
The AI Sales Coaching Revolution
Value-Based Selling in Complex Sales
How to Make Online Sales Training Engaging
Getting Started with Sales Skills Assessments
The Ultimate Sales Enablement Toolkit
SELECTED ARTICLES
From Static to Smart: How AI Is Reinventing the Sales Playbook, Selling Power, 2025
3 Ways to Accelerate Time to Productivity for New Sales Hires, Training Industry, 2025
Common Sales Training Implementation Challenges, RAIN Group, 2025
AI in the Sales Process: New Research Findings and Definition, RAIN Group, 2025
How to Build an Onboarding Process for Sales Hires, RAIN Group, 2025
114 Essential Sales Statistics to Improve Performance, RAIN Group, 2025
The Nuts and Bolts of Running a Successful Sales Training Program, RAIN Group, 2025
Driving Sales Enablement Strategy Through Change Management, RAIN Group, 2024
Sales Competencies of Top Sellers, RAIN Group, 2024
Sales Skills Assessments: Building Better Training, RAIN Group, RAIN Group, 2024
EDITED BOOKS
Not Today: The 9 Habits of Extreme Productivity (Matt Holt Books, 2021)
Virtual Selling (35 Group Press, 2020)
Insight Selling (Wiley, 2014)