Several months ago, I was coaching Kim, a successful Strategic Account Executive. Kim started the coaching session with a deep exhale, saying, "I'm certain I will lose yet another unsolicited RFP this week. We will…
Vince CoricaApril 17, 2024
The adage "Time kills all deals" is a stark reminder that striking while the iron is hot and maintaining deal momentum is everything in the sales world. However, aligning deal timelines with client expectations and…
Ray BakerMarch 18, 2024
It's an age-old saying that people buy from people. More people buy from people they trust - but most importantly, they buy from people they trust and whom they like. One statistic remains true after…
Ian RamsbottomFebruary 20, 2024
New Year’s Resolutions for Sales Leaders Repeatedly this month, I’ve heard the common statement... “Where did that year go to?” As we prepare for 2024, it’s the season for crafting new resolutions. Also, many of…
Kevin DoddrellDecember 11, 2023
By my rules, you are being ghosted after three days of silence from a client. Yet, as any experienced salesperson knows, the reasons behind responsiveness can be as varied as the clients themselves. Lack of…
Ray BakerDecember 5, 2023
What can sales leaders do to drive engagement and lead to improved sales results? And what is Sales Engagement anyway? Sales engagement is a vital factor influencing a sales team’s success, encompassing the level of…
Jacques BossonneyNovember 13, 2023
In today’s rapid sales landscape, Generative AI emerges as a game changer for sales professionals when used correctly, paving the way for in-depth prospect research and personalized outreach. The ability of a salesperson to bring…
Corey WashingtonNovember 6, 2023
In the sales world, where capturing attention, mastering communication, and building genuine connections are the name of the game, we can often find inspiration in the most unexpected places. If you have ever marveled at…
Ray BakerOctober 16, 2023
No matter how much experience you have, reviewing the fundamentals of getting and keeping attention is always important. The market has changed, attention spans are shorter, and more “clutter” makes it difficult to stand out.…
Bill WallaceOctober 5, 2023
Proof of Concepts (POCs) or “Pilots” are an excellent way to break into new accounts or companies. They are also a great way to flank a competitor where you are behind or regain momentum in…
Lon CunninghisSeptember 18, 2023
