Proof of Concepts (POCs) or “Pilots” are an excellent way to break into new accounts or companies. They are also a great way to flank a competitor where you are behind or regain momentum in…
Lon CunninghisSeptember 18, 2023
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…
Lon CunninghisDecember 13, 2022
By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where…
Lon CunninghisJune 21, 2022
By now everyone has heard about the “Great Resignation,” where in America alone almost 4 million people quit their jobs each month during 2021 – the highest on record, and where there were over 10…
Lon CunninghisMay 10, 2022
For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Rather than start the year 20 times, I actually started the “year” 240 times. Each…
Lon CunninghisFebruary 15, 2022
The pandemic has tested the capabilities of practically every leader on the planet, but perhaps none greater than Sales Leaders. With selling and working mostly virtual now, Sales Leaders have been forced to step up…
Lon CunninghisNovember 16, 2021
Almost every technology company and salesperson on the planet is selling some form of Digital Transformation today. As much as we would like to think those words enchant and motivate our clients to buy, typically…
Lon CunninghisAugust 10, 2021
Besides the obvious impact of the pandemic, there are significant trends emerging you may not recognize yet. These will require us to change how we sell. The world learned how to buy almost everything online…
Lon CunninghisJune 8, 2021
One of our clients recently won a contract worth over $1 billion in a highly competitive deal where they ousted a long-time incumbent. When looking back at their strategy and approach, the account team agreed…
Lon CunninghisApril 14, 2021
After 2020’s dramatic market changes, sales leaders must re-examine their approach to achieving their 2021 sales targets, including their approach to pipeline management. Now is the time to implement a science-based approach to planning.
Lon CunninghisJanuary 19, 2021
How do you stay sucessful in 2021? Learn how to adapt to tech-savvy, self-sufficient clients and continue to create demand for your services!
Lon CunninghisDecember 15, 2020
When leveraged successfully, virtual selling – especially for strategic sellers, will afford you significant competitive advantage in the marketplace. Start with your camera! Learn more tips by reading this article.
Lon CunninghisSeptember 8, 2020
There are three critical things every Sales Leader should be doing now to deal with the new pandemic in Sales – Call Reluctance. Follow these steps to get your teams back up to full productivity.
Lon CunninghisJuly 14, 2020
In the post-pandemic world, the Service and Delivery Teams are critical to both protecting and growing revenue, and the Sales/Service partnership is more critical than ever.
Lon CunninghisJune 9, 2020
Gamers love the pursuit of extra lives, resources, and special powers. This is the thrill within the thrill of the game. Sounds like selling! Salespeople also love the thrill of acquiring extra powers in the…
Lon CunninghisMay 28, 2020
The global pandemic has forced companies to change how they work, which has significant impact on how we sell. Social distancing is another barrier and selling virtual may become the foreseeable new norm.
Lon CunninghisMarch 19, 2020
Happy New Year! If you are like many sales professionals, you are thrilled to have survived the end of 2019 madness, and you are ready to jump into 2020! However, if you have growth targets…
Lon CunninghisJanuary 14, 2020
Many people believe the ultimate goal in working with our clients is to become their “partner,” and not just another vendor. Yet, in a traditional selling process, most salespeople have several conversations with the client…
Lon CunninghisDecember 10, 2019
I first wrote about a trend I saw in Sales Leadership in 2014, and now, five years later, its reached epidemic proportions. It’s called “Whack-a-Mole Management.” You remember the arcade game. The moles would pop…
Lon CunninghisAugust 21, 2019
Let’s be real: If someone asks an Account Manager to explain their role, most would say, “I am responsible for keeping strong, positive relationships in a customer account, solving their issues or questions that arise…
Lon CunninghisJanuary 7, 2019
One of the most important positions within a company is that of a Sales Leader. Unfortunately, it is also one of the most precarious. The most recent estimate of a Sales Leader’s tenure is only…
Lon CunninghisNovember 2, 2018
You remember the 3 “Relationship Sins” that we all tend to fall victim to in our deals: We over-invest in the wrong people, We under-invest in the right people, and We miss key people in…
Lon CunninghisOctober 10, 2018
When it comes to employing competitive strategy in key deals, many salespeople only do half the job. Besides executing a winning offense, you must also execute a winning defense by employing competitive countertactics that assist the…
Lon CunninghisJuly 14, 2017
