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
Sales managers are consistently required to deliver improved performance, not necessarily with increased resources, and even with reduced resources sometimes. Sound familiar? So, what can you do to ease the pressure and increase the team’s…
Ian RamsbottomMay 16, 2023
Armed with new tools, techniques, and thinking after completing sales training, sales professionals often ask, “How should I begin?” A fair question after having been somewhat “fire-hosed” with fresh ideas for several hours during training.…
Ian RamsbottomJanuary 10, 2023
About 10-15 years ago, megadeals, especially IT service megadeals, were worth hundreds of millions of dollars… and in some cases, billions! IT service providers were set up to successfully manage and pursue these very large…
Ian RamsbottomOctober 20, 2022
As many of us are enjoying the good fortune by returning to normal ways of conducting business following the pandemic, one of the great joys coming back are client meetings. Real, live, face-to-face client meetings.…
Ian RamsbottomAugust 16, 2022
As Sales Leaders, our primary role remains to attract and retain the best sales talent we can. Having done so, we create a working environment where each team member can achieve their full potential delivering…
Ian RamsbottomApril 19, 2022
NASA’s January 8, 2022 announcement… James Webb Space Telescope completes epic deployment sequence…. It’s done. The biggest astronomical mirror ever sent into space is assembled and ready for focusing to enable humankind to capture…
Ian RamsbottomFebruary 8, 2022
“…but most of all, I would like to thank my team, and , my coach for his/her endless support and commitment to my success, for motivating me, and for never giving up and believing in…
Ian RamsbottomAugust 17, 2021
As sales professionals, we need to be able to answer three key questions: 1) What do we sell? Easy. 2) What business value are we bringing to our client? And 3) Who wins? Here is…
Ian RamsbottomJuly 13, 2021
As sales managers, what are our most valuable assets? Our sales team, of course… but arguably even more important are our prospects and clients, without whom we have no business. Consider this: our existing clients…
Ian RamsbottomApril 21, 2021
“Pick me up at the airport and you can brief me about the client on our way to the meeting.” As a sales leader, have you ever asked one of your salespeople to do this?…
Ian RamsbottomFebruary 16, 2021
“But they have much better relationships than we do…” How many times do we hear this about the competition from our sales executives? First thought? What evidence do we have that this is the case?
Ian RamsbottomNovember 17, 2020
How do you become the best of the best in your sales career? In this article, we give you four key areas of focus which will enable you to move ahead of the pack.
Ian RamsbottomOctober 13, 2020
Half of the American workforce today is under 40 years old and are expected to change jobs far more often. What are we doing as sales leaders to retain the best talent in this group?
Ian RamsbottomAugust 18, 2020
What can be done to minimize deal slippage? Well, there are three critical success factors which, when executed well, can significantly improve your hit rate for deal signing. Are you aware of them?
Ian RamsbottomApril 14, 2020
Win Themes, poorly executed, sound like long, boring, bragging statements. They can ramble on about the benefits of products or services and likely sound a little different from any other competitor. Win Themes, at their…
Ian RamsbottomFebruary 11, 2020
