Developing Leaders over Sellers Want more sales? Develop better leaders, not better sellers leading sellers. Through hands-on experience and working with some of the best leaders in the world, Cody Rowland tells us why. Author
The Font of Knowledge // Why is design important in sales? The world of visual design has so much to teach us about how business and life work. The IW Studio brings this issue’s nugget of wisdom from the creative space. Author
The Onboarding Essentials Shorter ramp time, faster uptake, slower attrition. That’s all possible by working out— and working on—the essential components for new sellers. Jess Andrews shares a framework for delivering what matters. Author
Breadth VS Depth There’s a classic tension in any kind of training— should it stay general, or get deep and specific? Sales is no different. Milly Gladstone shares how understanding the unique nature of the sales role helps us handle the tension. Author
Negotiating For Results Negotiation doesn’t need to be the ‘necessary evil’ in the sales process. Leaders and teams can boost sales by embracing negotiation conversations. But how? Blair Wagner shares five plays for next level negotiation. Author
Hack your goals in 2024 Looking back at 2023, I achieved some of my goals, and didn’t achieve others. But there is one goal that helped me better understand how to be successful with setting goals. Author
2023: Endings, Gates, Transitions, and Beginnings As we end 2023 and begin 2024, Cody reflects on where IW NY has been and all those who have made the journey possible. Author
Empathy as a Catalyst for Performance “I’m done, I can’t do this anymore.” It was the first time I had ever said those words to myself, and it scared me. Author

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