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Article

Is Your Sales Team Recession-Proof?

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 Cunninghis
December 13, 2022
Article

Defuse the Disruption

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…
Vince Corica
December 6, 2022
Article

DNA of Winning the Strategic Deal

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…
Ian Ramsbottom
October 20, 2022
Article

Words & Tone Do Matter

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…
Ilsa Mendoza-Jackson
September 13, 2022
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