At the beginning of each year, we traditionally reflect on our past and set goals for the future. As a sales leader, this is a good time also to reflect on our leadership and how…
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.…
As we enter a likely global recession and continue to deal with the aftermath of the pandemic, we are seeing some alarming trends in our 2022 Sales Challenges Surveys. These trends suggest many organizations are…
As salespeople, our lives are very much about meetings… virtual meetings, as well as in-person. Effective, well-facilitated meetings are our most reliable path to success and help define our personal brand. But… what do we…
The shock showed on my face when the strategic business unit leader I worked for 20 years ago said in the middle of a conversation, “…for example, I coach you all the time.” To my…
The dreaded subject of account planning needs an overhaul. It is looked upon as an administrative task that has very little value for the account team, and generally, not regarded as one of the most…
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…
Concerned about being an “inch deep” when you bring thought leadership? The fear of being “found out” that you are only an inch deep on your thought leadership when selling makes the idea of calling…
In sales situations, you, your prospects, and your clients are interdependent. When you realize you are dependent on your sales relationships to succeed, then you become motivated to understand what they are feeling and vice…
Remember your favorite teacher, coach, mentor, or advisor who had a large impact? What was it about the conversation that inspired and/or moved you in a positive direction? Now, turn your memories upside down and…