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…
2021 is a year of possibility, but sales leaders must harness the energy and focus of their people to maximize their results. While this may appear overly simplistic, there are four components that are GUARANTEED…
While we have a course and webinar to help people sell better virtually, I wanted to share some tips on the number one sales skill salespeople have stated in our surveys they are finding the…
“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?…
There is a secret to building relationships and connection with people, which lends itself to successful selling. Many do not learn it until later in their career, if at all. The secret to connect with…
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.
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.
2020 is finally ending! The new year offers an abundance of opportunity if we are willing to focus on new approaches, become more daring, and refuse to accept anything less than success.
“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?