--- title: Business to Business Revenue Blog | Training description: Training | The Revenue Building Blog shares information important to b2b companies. --- [![Resultist Consulting](https://www.resultist.com/hs-fs/hubfs/Resultist_Logo_RGB_xsm.png?width=230&height=61&name=Resultist_Logo_RGB_xsm.png "Resultist Consulting")](https://www.resultist.com) - [Home](https://www.resultist.com) - [Our Approach](https://www.resultist.com/our-approach) - [B2B Library](https://www.resultist.com/b2b-business-growth-resources-library) - [Speaking](https://www.resultist.com/speaking) - [Revenue Workshops](https://www.resultist.com/revenue-workshops) - [About](https://www.resultist.com/about-elizabeth-harris) - [Our Clients Say](https://www.resultist.com/clients) - [Contact](https://www.resultist.com/contact) - [Blog](https://www.resultist.com/blog) Search this site Search [BUILDING BUSINESS REVENUE - Blog](https://www.resultist.com/blog) ## [B2B Leadership Strategy: Driving Growth by Asking Better Questions](https://www.resultist.com/blog/b2b-leadership-strategy-driving-growth-by-asking-better-questions) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/B2B-leadership-strategy-asking-better-questions.jpeg)](https://www.resultist.com/blog/b2b-leadership-strategy-driving-growth-by-asking-better-questions) Think about the last obstacle your company overcame. Now think about the last opportunity your company seized effectively. What do they have in common? The answer could be any number of things really, but I would bet that one key similarity is how decision-making was approached in both scenarios. Whether it’s making decisions to meet challenges or capitalizing on new prospects, asking the right questions plays an integral role – who you talk to, what you ask, how and when you ask, what the communication loop looks like as the topic is discussed, and what the outcome is after asking. Questions play a vital role in every facet of an organization. Whether it’s marketing, sales, forecasting, finance, product research and development, operations, or overall strategic planning, questions are the cornerstone of running a successful business. Let’s discuss why and what you can do to improve your question asking to be a better leader! [Continue Reading](https://www.resultist.com/blog/b2b-leadership-strategy-driving-growth-by-asking-better-questions) [0 Comments](https://www.resultist.com/blog/b2b-leadership-strategy-driving-growth-by-asking-better-questions#comments-listing) Topics: [Revenue Growth](https://www.resultist.com/blog/topic/revenue-growth) [Leadership](https://www.resultist.com/blog/topic/leadership) [Strategy](https://www.resultist.com/blog/topic/strategy) [B2B](https://www.resultist.com/blog/topic/b2b) [Training](https://www.resultist.com/blog/topic/training) [Customer Relationship Management](https://www.resultist.com/blog/topic/customer-relationship-management) [Professional Development](https://www.resultist.com/blog/topic/professional-development) - [Tweet](https://twitter.com/share) ## [Can Your Strategy Overcome Tomorrow’s Challenges?](https://www.resultist.com/blog/can-your-strategy-overcome-tomorrows-challenges) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/Can-Your-Strategy-Overcome-Tomorrows-Challenges.jpeg)](https://www.resultist.com/blog/can-your-strategy-overcome-tomorrows-challenges) Turmoil and uncertainty aren’t going away anytime soon. So, as business leaders, we are left with two choices – bemoan this fact or do something about it! Complaining about reduced budgets, labor constraints, accelerated timeframes on go-to-market strategies, added competition, increased channel options, and the like are futile efforts. There will always be challenges, but there are also tools, processes, and people that can help you overcome these challenges! Winning companies understand this fact. Their success is built on the ability to analyze where they are today and use that knowledge to find the resources that are going to get them where they want to go tomorrow. How exactly do they do that? [Continue Reading](https://www.resultist.com/blog/can-your-strategy-overcome-tomorrows-challenges) [0 Comments](https://www.resultist.com/blog/can-your-strategy-overcome-tomorrows-challenges#comments-listing) Topics: [Revenue Growth](https://www.resultist.com/blog/topic/revenue-growth) [Strategy](https://www.resultist.com/blog/topic/strategy) [Technology](https://www.resultist.com/blog/topic/technology) [Training](https://www.resultist.com/blog/topic/training) - [Tweet](https://twitter.com/share) ## [How to Cultivate High-Performing B2B Sales Teams](https://www.resultist.com/blog/how-to-cultivate-high-performing-b2b-sales-teams) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/High-Performing-B2B-Teams.jpeg)](https://www.resultist.com/blog/how-to-cultivate-high-performing-b2b-sales-teams) Some sales teams have it. And some don’t. What makes some B2B sales teams great? In working with B2B sales teams for 25 years, I have discovered that there are three key qualities that set high-performing sales teams apart – the right **goals** structure, authentic **camaraderie**, and a foundation of **trust**. Whether your sales team is consistently exceeding expectations, plateauing at meeting but not exceeding goals, or underperforming relative to their targets, there is always room for improvement. Of course, like anything else in business, increasing B2B sales performance requires both managerial support and individual initiative. Let’s talk about how **sales managers can get more out of their team** and retain their best salespeople as well as how B2B **salespeople can sell better**. [Continue Reading](https://www.resultist.com/blog/how-to-cultivate-high-performing-b2b-sales-teams) [0 Comments](https://www.resultist.com/blog/how-to-cultivate-high-performing-b2b-sales-teams#comments-listing) Topics: [Revenue Growth](https://www.resultist.com/blog/topic/revenue-growth) [B2B](https://www.resultist.com/blog/topic/b2b) [Training](https://www.resultist.com/blog/topic/training) [Compensation](https://www.resultist.com/blog/topic/compensation) - [Tweet](https://twitter.com/share) ## [Harnessing Difficult Personalities to Drive Innovation and Revenue](https://www.resultist.com/blog/harnessing-difficult-personalities-to-drive-innovation-and-revenue) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/Harnessing%20Difficult%20Personalities_Drive%20Innovation%20and%20Revenue.jpeg)](https://www.resultist.com/blog/harnessing-difficult-personalities-to-drive-innovation-and-revenue) Over the last several decades personality evaluations like the Myers-Briggs Type Indicator, DiSC test, Core Values Index (CVI), and PATH assessment have made managers more aware of the different types of individual personalities represented in their employees, and how best to unify them around a set of organizational goals. These assessments highlight an individual’s predominant characteristics and traits to better understand what motivates them, which types of roles they are best suited for, and how to interact with them for optimal results. But what about personality types that stick out from the crowd dramatically – the colloquial “sharp edge of the circle” so to speak? A recent Fast Company article highlighted a unique personality that they called the “[Rare Breed](https://www.fastcompany.com/90645863/companies-fire-employees-for-these-personality-traits-but-maybe-they-should-be-getting-bonuses).” They explain that these so-called Rare Breeds do not conform, are outspoken, rebel against the establishment, exhibit unparalleled drive, and obsessively strive for high achievement at all costs. The article goes on to say that while companies typically view these as vices, they are also what drives innovation, making this personality type integral for organizations that prioritize out-of-the-box thinking. However, their big egos, short tempers, and manipulation of those around them can also be damaging to an organization if left unchecked. Do you know anyone like that at your company? [Continue Reading](https://www.resultist.com/blog/harnessing-difficult-personalities-to-drive-innovation-and-revenue) [0 Comments](https://www.resultist.com/blog/harnessing-difficult-personalities-to-drive-innovation-and-revenue#comments-listing) Topics: [Revenue Growth](https://www.resultist.com/blog/topic/revenue-growth) [Profitability](https://www.resultist.com/blog/topic/profitability) [Leadership](https://www.resultist.com/blog/topic/leadership) [Assessment](https://www.resultist.com/blog/topic/assessment) [Training](https://www.resultist.com/blog/topic/training) [Recruiting](https://www.resultist.com/blog/topic/recruiting) [Innovation](https://www.resultist.com/blog/topic/innovation) [Business Culture](https://www.resultist.com/blog/topic/business-culture) [Professional Development](https://www.resultist.com/blog/topic/professional-development) - [Tweet](https://twitter.com/share) ## [The Revenue Implications of Women Leaving Your Company](https://www.resultist.com/blog/the-revenue-implications-of-women-leaving-your-company) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/revenue%20implications%20of%20women%20leaving%20your%20company.jpeg)](https://www.resultist.com/blog/the-revenue-implications-of-women-leaving-your-company) The pandemic hit many industries and demographics hard, but some shouldered the burden more than others. Women, especially working mothers, were overwhelmingly negatively affected. In fact, the [2020 Women in the Workplace](https://www.mckinsey.com/featured-insights/diversity-and-inclusion/women-in-the-workplace) report revealed that 25% of working women and over 30% of mothers with young children were “contemplating downshifting their careers or leaving the workforce” with mothers citing increased domestic and child-care responsibilities as their primary motivation for doing so. The study summarized, *“Women in particular have been negatively impacted. Women—especially women of color—are more likely to have been laid off or furloughed during the COVID-19 crisis, stalling their careers and jeopardizing their financial security. The pandemic has intensified challenges that women already faced. Working mothers have always worked a ‘double shift’—a full day of work, followed by hours spent caring for children and doing household labor. Now the supports that made this possible—including school and childcare—have been upended. Meanwhile, Black women already faced more barriers to advancement than most other employees. Today they’re also coping with the disproportionate impact of COVID-19 on the Black community.”* While these challenges impact women individually, the cumulative effect of women leaving the workforce significantly affects the companies they work for as well. So, how can B2B companies keep women among their ranks and on their leadership teams? [Continue Reading](https://www.resultist.com/blog/the-revenue-implications-of-women-leaving-your-company) [0 Comments](https://www.resultist.com/blog/the-revenue-implications-of-women-leaving-your-company#comments-listing) Topics: [Revenue Growth](https://www.resultist.com/blog/topic/revenue-growth) [Profitability](https://www.resultist.com/blog/topic/profitability) [Leadership](https://www.resultist.com/blog/topic/leadership) [Brand Management](https://www.resultist.com/blog/topic/brand-management) [B2B](https://www.resultist.com/blog/topic/b2b) [SMART Revenue](https://www.resultist.com/blog/topic/smart-revenue) [Training](https://www.resultist.com/blog/topic/training) [Business Culture](https://www.resultist.com/blog/topic/business-culture) [Business Development](https://www.resultist.com/blog/topic/business-development) [Revenue Development Action Plan](https://www.resultist.com/blog/topic/revenue-development-action-plan) - [Tweet](https://twitter.com/share) ## [How Experts Fill the Knowledge Gap (Including Bill Gates)](https://www.resultist.com/blog/how-experts-fill-the-knowledge-gap-including-bill-gates) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/how-experts-fill-the-knowledge-gap.jpg)](https://www.resultist.com/blog/how-experts-fill-the-knowledge-gap-including-bill-gates) > *I'm not the smartest fellow in the world, but I can sure pick smart colleagues.” - Franklin D. Roosevelt* Some have referred to September as the “[New January](https://www.inc.com/gretchen-rubin/why-september-is-the-new-january.html).” They consider it a time to make good on resolutions.  For that reason, I think this is good to use this season of change to focus on goals, and to realize this year’s potential before you again sing "[Auld Lang Syne](https://en.wikipedia.org/wiki/Auld_Lang_Syne)" for the new year. It may seem more difficult for an expert, after decades of success, to ‘raise the bar,’ ‘achieve a personal best,’ ‘learn something new,’ or set new goals to excel. Especially for someone who has ‘seen it all.’ Investing time in education paid off in the early years, but 20 years later there are fewer resources or people who can be trusted to provide valuable new insights. As a result, it appears to me that a personal/professional skills plateau is reached, even as better results are demanded. > *Carol Dweck: “Many people have told me that when they were promoted to a prestigious position, they suddenly felt, now I have to have all the answers. Now, my period of growth is over. I have to be a fully mature person who knows everything. So yes, at any point, you can fall into that trap. People who become CEOs suddenly feel they have to be gods goddesses, and not people who say, gee; I don’t know. Let’s talk about it. Let’s think about it. Let’s feel our way through this problem.”  - Source: [Great article/interview on Harvard Business Review](https://hbr.org/2012/01/the-right-mindset-for-success)* When does personal development become a factor? I believe more than ever that an improvement in revenue and profits also relies on developing the skills and wisdom of the team and leaders. [Continue Reading](https://www.resultist.com/blog/how-experts-fill-the-knowledge-gap-including-bill-gates) [0 Comments](https://www.resultist.com/blog/how-experts-fill-the-knowledge-gap-including-bill-gates#comments-listing) Topics: [Assessment](https://www.resultist.com/blog/topic/assessment) [Training](https://www.resultist.com/blog/topic/training) [Recruiting](https://www.resultist.com/blog/topic/recruiting) [Planning](https://www.resultist.com/blog/topic/planning) [Professional Development](https://www.resultist.com/blog/topic/professional-development) - [Tweet](https://twitter.com/share) ## [Distinguishing Between a Business Development Consultant and a Sales Person](https://www.resultist.com/blog/distinguishing-between-a-business-development-consultant-and-a-sales-person) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/difference-between-business-development-and-sales-person.jpg)](https://www.resultist.com/blog/distinguishing-between-a-business-development-consultant-and-a-sales-person) While sales and business development are often used interchangeably, it would be an error for these two very different jobs to be characterized in exactly the same manner. Business Development may also be used as a mask when a sales person does not want to be viewed as a sales person. Some companies will make the sales people feel more important by giving them a special title for their new business cards. Those who focus primarily on sales and those who work in business development have unique objectives and pathways for accomplishing those objectives. Both business development consultants and salespeople are integral to the growth of a business, but the two roles should complement one another rather than being considered as interchangeable. [Continue Reading](https://www.resultist.com/blog/distinguishing-between-a-business-development-consultant-and-a-sales-person) [1 Comment](https://www.resultist.com/blog/distinguishing-between-a-business-development-consultant-and-a-sales-person#comments-listing) Topics: [Training](https://www.resultist.com/blog/topic/training) [Recruiting](https://www.resultist.com/blog/topic/recruiting) [Business Development](https://www.resultist.com/blog/topic/business-development) - [Tweet](https://twitter.com/share) ## [My Recommended Book List for Revenue Leaders](https://www.resultist.com/blog/my-recommended-book-list-for-revenue-leaders) by [Elizabeth Harris](https://www.resultist.com/blog/author/elizabeth-harris) [![{ content.name }}](https://www.resultist.com/hubfs/images/My-Recommended-Revenue-Leadership-Book-List.jpg)](https://www.resultist.com/blog/my-recommended-book-list-for-revenue-leaders) Here is a list of my top recommended books every leader who is responsible for growing revenue should have in their library. This list includes books focused on sales, marketing, leadership and personal development. > The things I want to know are in books; my best friend is the man who'll get me a book I ain't read. - Abraham Lincoln What is my criteria for adding a book as a “favorite”? Such a book keeps me interested and offers a return on investment for the time. The return on the time invested to read the book might be a new idea or something that improves the business in a significant way. These books have influenced not only my business decisions, they have also offered new opportunities for personal development.  [Continue Reading](https://www.resultist.com/blog/my-recommended-book-list-for-revenue-leaders) [0 Comments](https://www.resultist.com/blog/my-recommended-book-list-for-revenue-leaders#comments-listing) Topics: [Leadership](https://www.resultist.com/blog/topic/leadership) [Training](https://www.resultist.com/blog/topic/training) - [Tweet](https://twitter.com/share) [All Posts](https://www.resultist.com/blog/all) [Next Page](https://www.resultist.com/blog/topic/training/page/2) ### Subscribe to Email Updates ### Recent Posts ### Most Popular Articles ### Topics - [Action Plan (13)](https://www.resultist.com/blog/topic/action-plan) - [AI (9)](https://www.resultist.com/blog/topic/ai) - [Analysis (8)](https://www.resultist.com/blog/topic/analysis) - [Assessment (5)](https://www.resultist.com/blog/topic/assessment) - [B2B (49)](https://www.resultist.com/blog/topic/b2b) - [Books (1)](https://www.resultist.com/blog/topic/books) - [Brand Management (17)](https://www.resultist.com/blog/topic/brand-management) - [Business Culture (12)](https://www.resultist.com/blog/topic/business-culture) - [Business Development (14)](https://www.resultist.com/blog/topic/business-development) - [Chief Revenue Officer (19)](https://www.resultist.com/blog/topic/chief-revenue-officer) - [Compensation (5)](https://www.resultist.com/blog/topic/compensation) - [Customer Relationship Management (11)](https://www.resultist.com/blog/topic/customer-relationship-management) - [Events (11)](https://www.resultist.com/blog/topic/events) - [Forecasting (5)](https://www.resultist.com/blog/topic/forecasting) - [Guerrilla Marketing (7)](https://www.resultist.com/blog/topic/guerrilla-marketing) - [Inbound Marketing (7)](https://www.resultist.com/blog/topic/inbound-marketing) - [Innovation (5)](https://www.resultist.com/blog/topic/innovation) - [Leadership (65)](https://www.resultist.com/blog/topic/leadership) - [Manufacturing (9)](https://www.resultist.com/blog/topic/manufacturing) - [Networking (8)](https://www.resultist.com/blog/topic/networking) - [Planning (27)](https://www.resultist.com/blog/topic/planning) - [Process (1)](https://www.resultist.com/blog/topic/process) - [Professional Development (17)](https://www.resultist.com/blog/topic/professional-development) - [Profitability (25)](https://www.resultist.com/blog/topic/profitability) - [Recommended (1)](https://www.resultist.com/blog/topic/recommended) - [Recruiting (16)](https://www.resultist.com/blog/topic/recruiting) - [Revenue Development Action Plan (23)](https://www.resultist.com/blog/topic/revenue-development-action-plan) - [Revenue Growth (78)](https://www.resultist.com/blog/topic/revenue-growth) - [Sales (9)](https://www.resultist.com/blog/topic/sales) - [SMART Revenue (15)](https://www.resultist.com/blog/topic/smart-revenue) - [Social Media (8)](https://www.resultist.com/blog/topic/social-media) - [Software (1)](https://www.resultist.com/blog/topic/software) - [Strategy (49)](https://www.resultist.com/blog/topic/strategy) - [Technology (5)](https://www.resultist.com/blog/topic/technology) - [Training (12)](https://www.resultist.com/blog/topic/training) - [Trends (9)](https://www.resultist.com/blog/topic/trends) see all topics > ### Contact **Resultist Consulting** 1429 Avenue D, PMB 634  Snohomish, WA 98290 Call us: 206-361-4562   ### From Our Blog ### Subscribe to Newsletter ### Connect With Us © 2026 Resultist Consulting [Privacy Policy](https://www.resultist.com/privacy)