Ed Marsh Consulting
Ed Marsh founded Consilium Global Business Advisors to develop, implement and advise on strategically conceived and effectively executed global business development programs for mid-size B2B & B2G companies. Clients benefit significantly through increased revenues and profits, diversified business streams, and increased and unlocked value. In nearly every case our clients will have some legacy int
09/08/2025
Economic data point? Material or random noise?
kicks off - only thing missing is attendees…. .
Hints of ‘10?
08/28/2025
B2B sales in 2025 is confusing.
On the one hand, it's just the same as it's been for years. We need to connect with buyers, build trust, and guide them through decisions.
On the other hand, it's a completely different beast.
That's why Derek Baer is in the studio this week, for a free-wheeling, no-holes-barred discussion and debate on sales topics.
It's time to get comfortable being uncomfortable!
We talk:
Whether to track "quotes" as a metric
Whether anyone can be trained to sell successfully
Accelerators (kickers) in sales compensation
Whether we should hire for technical/industry knowledge, and more.
And the conversation is blunt. "Tell them to f$%k!ng apply" Derek says at one point!
Summary
Derek Baer brings a new format to the studio this week, debating and discussing B2B sales topics. He and Ed disagree about various aspects of sales, and agree about others. Topics include:
the importance of tracking quotes
the compatibility of salespeople with complex B2B sales
qualities that make a great sales rep
role of sales decks - significance of accelerators in compensation plans
how to manage underperformers and disrupters within sales teams.
The conversation emphasizes the need for continuous improvement and investment in sales skills, drawing parallels between sales and other professional pursuits.
Chapters
00:00 Introduction to Sales Metrics and Tracking Quotes 09:04 The Compatibility of Salespeople in Complex B2B Sales 15:56 Defining Traits of a Great Sales Rep 23:24 The Role of Pitch Decks in Sales 27:29 Understanding Sales Accelerators and Compensation Plans 29:53 Explaining Sales Compensation to the Team 32:42 Managing Underperformers in Sales Teams 35:45 The Impact of Team Dynamics on Performance 41:19 Investing in Sales Skills for Long-Term Success
Resources
Check out Derek's Sales Training website.
LinkedIn: Derek Baer and Ed Marsh
Twitter: Ed Marsh
Instagram: Derek Baer and Ed Marsh
YouTube:
Show Transcript
Insanity is Doing the Same Things and Expecting Different Results
By Einstein's definition, most industrial sales teams are insane. Buyers, their behavior, and AI have changed so much, and yet most teams are operating much the way they have for years.
Derek's straight talk deliveres an important message - so does Ed's recent paper on changes in industrial sales and marketing.
Read more from Ed's recent paper on these critical changes.
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