We, as salespeople, are prone to look at the bright side of everything we hear. By nature, we want to accept everything said to us. We are positive people. My deal is awesome! My client…
Kevin DoddrellMarch 14, 2023
This will age me! When email first arrived on the scene, I was a front-line sales leader, leading a team of about 15 sellers in the IT Industry. The instruction came from above that all…
Kevin DoddrellSeptember 6, 2022
If you are not in a new sales role, you can benefit from this article too! In my many years of engaging global sales teams, I am now seeing the most fluid market of sales…
Kevin DoddrellApril 12, 2022
Welcome to 2022! As a Sales Leader, you hopefully have your business goals mapped out, your business plan completed, and are charged up for the new year. If you do not, that is an issue,…
Kevin DoddrellJanuary 18, 2022
I will admit, I am frustrated to see such an important activity – sales coaching – become an overused and generalized term. In fact, many sales leaders will say, “Of course I do sales coaching.…
Kevin DoddrellDecember 14, 2021
I know you will all relate to this scenario! You take a deep breath. You are faced with the embarrassing and unenviable task of delivering bad news to your sales leader –the important deal you…
Kevin DoddrellNovember 9, 2021
80 weeks! We are approaching 80 weeks of managing complex sales cycles virtually. When it comes to complex sales, we have learned several critical lessons about how to connect and gain a relationship advantage. We…
Kevin DoddrellOctober 12, 2021
A key determinate of growth is the ability of a sales organization to win the largest strategic deals. So, why do so many of our clients that are focused on these types of deals say…
Kevin DoddrellJuly 27, 2021
Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success.…
Kevin DoddrellMay 18, 2021
Welcome to 2021! Let us put 2020 behind us and make this year successful. Read about four simple habits you can focus on to take advantage of the challenging world of virtual sales.
Kevin DoddrellJanuary 12, 2021
When faced with leading the largest deal of your career, how do you lead the pursuit team to a win? Read this article to find out the five critical parts of your deal winning strategy.
Kevin DoddrellNovember 10, 2020
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
The ability to connect and build a relationship “advantage” is still the most dominant differentiator, but it doesn’t have to be so serious. Learn five ways you can stand out from the crowd.
Kevin DoddrellJuly 7, 2020
You would be surprised how many salespeople do not set and execute a strategy to outmaneuver the competition. This is especially prevalent with RFPs, where far too much time is spent on the solution. This…
Kevin DoddrellJune 17, 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. We, as salespeople, are also prone to accepting that everything said to us is good,…
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
