Can you remember the last presentation you sat through? If you can, then what can you remember about the presentation? What were the key messages? What did you learn? Was it compelling, or did you…
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…
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.…
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…
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.…
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…
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…
“…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…
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…
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…
“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?…
“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?
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.
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?
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?
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…