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Bill Wallace

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Are You Afraid of Success?

"Everything you've ever wanted is on the other side of fear." I love this quote – I try to remind myself of it on a frequent basis. It jolts me a little when I realize…
Bill Wallace
January 11, 2022
Article

What’s Your Story?

The secret in the book “Think and Grow Rich” is revealed by way of ideas and actions. As a salesperson, you can master this approach by applying thought to your client’s business and generating IDEAS…
Bill Wallace
May 11, 2021
Article

Back to Basics

2021 is a year of possibility, but sales leaders must harness the energy and focus of their people to maximize their results. While this may appear overly simplistic, there are four components that are GUARANTEED…
Bill Wallace
March 16, 2021
Article

Keep It Real

There is a secret to building relationships and connection with people, which lends itself to successful selling. Many do not learn it until later in their career, if at all. The secret to connect with…
Bill Wallace
February 9, 2021
Article

Adapt, Improvise, and Overcome

Selling is being redefined and there are five skills you'll need to adopt in order to be effective. Start focusing on these to create the necessary momentum that will carry you through this challenging environment.
Bill Wallace
April 7, 2020
Article

Stop Speaking Wonka

There is a major issue within Sales and Marketing that, if corrected, will pay immediate dividends. Too many of our salespeople are working too low in their client’s organization. They are limiting their upward mobility…
Bill Wallace
September 17, 2019
Article

Dare to Do Things Differently

The saying, “Insanity is doing the same thing over and over and expecting different results” is widely attributed to Albert Einstein. Those of us in Sales and Sales Leadership have related to that quote at one point…
Bill Wallace
July 10, 2019
Article

Leading from the Heart

So many companies publicly state, “people are our most important asset.” If you transparently discuss this with most salespeople, you’ll quickly learn they don’t believe it. The harsh reality is there has been an increasing…
Bill Wallace
June 18, 2019
Article

The Four Disastrous Phrases

There is a way to immediately become a better Sales Leader, but it requires practice and diligence. It can be summarized in one word – evidence. As Sales Leaders, we are overloaded with too many…
Bill Wallace
May 21, 2019
Article

An Investment in You is an Investment in Your Team

The business-to-business sales profession is rapidly changing and evolving. Working in more complex environments with sophisticated solutions demands more business acumen, a greater understanding of personal client agendas, knowledge of proposed client outcomes, and a…
Bill Wallace
March 15, 2019
Article

3 Secrets to Sales Success

There are three secrets to selling that can immediately affect your performance if you embrace them, study them, and apply them. The secrets to selling are: Understand the political environment Be human and explore emotions…
Bill Wallace
April 25, 2018
Article

The Science of Selling

The B2B sales profession continues to evolve at a rapid rate due to client demands. Unfortunately, the sales training industry has not kept pace and is rapidly becoming obsolete. With the cost of sales too…
Bill Wallace
September 18, 2017
Article

Become a Sales Shark

The sales culture is ever-evolving, yet the aggressive approach has declined dramatically, creating issues central to accomplishing revenue plans. It is true, sales is more demanding with challenging complexity and reliance on technology, but many…
Bill Wallace
May 5, 2017
Article

Can a Better Economy Be Bad News?

Goldman Sachs is cautiously forecasting an economic improvement in Global Growth of 3.5% driven by financial incentives and improvement in the growth of the US GDP. Sales leaders look to an improving market as an…
Bill Wallace
March 20, 2017
Article

Do You Need to Kill Your Deal?

The average solutions salesperson wins 2.5 out of every 10 deals. A big reason for that performance stems from chasing unqualified opportunities. That is the blunt truth. Every funnel yields a large number of opportunities…
Bill Wallace
March 13, 2017
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