Relationship Mapping in an account may be a common practice, but it can actually do your seller more harm than good. Learn how to set aside traditional Relationship Mapping in this article.
Kevin DoddrellSeptember 15, 2020
Welcome to the “new normal” of virtual selling like we have never seen before! This article provides five key guidelines on how we can create a virtual competitive relationship advantage and beat the competition.
Kevin DoddrellMay 12, 2020
Most salespeople learn that “solution selling” is the way to win. But what happens when your solution becomes commoditized or there is a better solution on the market? How do you win then? If you…
Kevin DoddrellFebruary 19, 2020
Fellow Leaders and Coaches, let’s face reality…. When most salespeople are asked into a coaching session or sales deal review, their normal state of mind is, “How can I get through this meeting with the…
Kevin DoddrellFebruary 18, 2020
Prior to the rapid growth of the virtual sales organization, many of us grew up in the environment of the “sales floor” with all salespeople in close proximity. Typically, everyone could hear each other’s calls.…
Kevin DoddrellDecember 17, 2019
How to best build superior business sales relationships has changed markedly over the last few decades. What has not changed is the sales theory that superior relationships can overcome a number of other weaknesses. I…
Kevin DoddrellNovember 12, 2019
Sales Leaders today are typically so busy responding to internal company requests, overall management of their team, and even selling or talking to clients that coaching their people falls into the “if I had more…
Kevin DoddrellOctober 15, 2019
The competitive sales world continues to change faster now than any time in history. We were all taught in sales school 101 the key to success was based on how well we could differentiate our…
Kevin DoddrellOctober 8, 2019
The most under-leveraged and misused asset in a sales opportunity is the Executive Team. Correctly involving themselves in an account or sales cycle is an art that few Executives have mastered. Executive customer calls are…
Kevin DoddrellAugust 13, 2019
Distinguishing yourself as a great sales coach, one who can help your team exceed its goals, is directly related to your ability to get into your groove, or flow, as a coach. Mihaly Csikszentmihalyi, who…
Kevin DoddrellApril 15, 2019
Those of us who have been in business-to-business sales for a long time can easily recall being asked by our manager or coach about the ever-elusive decision maker. “Are you the decision maker?” We were…
Kevin DoddrellApril 8, 2019
To deliver a powerful message to an executive in order to move them to take further actions (the key purpose of a sales call), we need to clearly understand the context of the situation we…
Kevin DoddrellMarch 11, 2019
As we put the holiday parties, champagne and extra calories behind us many of us are looking forward to a financial win in 2019. How will you RISE above your sales targets from last year?…
Kevin DoddrellFebruary 11, 2019
As we move into a new year, there is always excitement and hope for what is to come. We look ahead with aspirations for 2019. Yet we remain aware of the volatility in today’s ever-changing…
Kevin DoddrellJanuary 11, 2019
Before we can discuss the logical aspects of preparation, let’s first understand the dynamics of a meeting. There is a difference between attempting to “sell” people something and “moving” their position of belief. Here we…
Kevin DoddrellJune 25, 2018
As Sales Leaders, the most effective weapon we have to achieve our sales goals is the team’s ability to conduct compelling interactions with their prospects and clients. In the context of sales call execution, a…
Kevin DoddrellJune 15, 2018
Competing for Attention We all clearly understand how the balance of power has shifted significantly in the last decade from seller to buyer, driven by the power of information and knowledge. To compound that power…
Kevin DoddrellMarch 23, 2018
It seems that the “Seven Great Lies” stories are expanding year after year to apply to all sorts of criteria, whether it be from politicians to parenting, or from success to sex! We, as salespeople,…
Kevin DoddrellJune 9, 2017
I recently had the pleasure of participating in a client’s coaching conference with more than 180 sales leadership executives in attendance. The focus was on creating a winning competitive sales culture through the adoption of…
Kevin DoddrellMay 15, 2017
I am sure many of us affectionately remember playing Clue (aka Cluedo). The fun involved in following the clues, uncovering agendas, and taking risks — so many twists and turns throughout. It is a game…
Kevin DoddrellApril 6, 2017
