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Ray Makela is CEO at the Sales Readiness Group (SRG). He is an author, speaker, and business executive with 25 years of management, consulting, and sales experience. At SRG, Ray oversees all client engagements and the delivery of sales and sales management training programs. He has delivered programs for clients such as Alcon/Novartis, AIG, Sysco, Nielsen, Timken, Follett, Pandora, Ritchie Bros, HERE, Infor, Galderma, and Walmart.

Ray Makela

Making the Pivot from Selling to Sales Management

Panel on Maximizing the Effect of Sales Training—Part 2

ASTD 2014 Panel on Maximizing the Effect of Sales Training—Part 1

Developing sales talent begins with a clear framework, but how can leaders determine the competencies they need?

Developing Sales Talent Begins With a Clear Framework

Modern sellers are adopting four distinct sales approaches to impact their sales cycles: namely, narrowing, provoking, translating, and anticipating. Let’s explore the unique benefits and challenges of these approaches.

4 Modern Sales Approaches to Accelerate Your Sales Cycle

The Ultimate Sales Rep Performance Checklist

Understanding and leveraging these four selling approaches can pave the way to greater success in the complex sales world. Which approach resonates with your selling style?

Driving Sales Velocity in a Challenging Market: 4 Traits of Top Sellers

SBI gathered some interesting insights from a live training cohort on how go-to-market (GTM) sales executives perceive the importance of AI in future GTM processes compared with the AI readiness of their respective companies. What we discovered was a

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