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
The principles in this article reflect the real-life story of how a large business unit in a $4b global financial services firm retained and grew 100% of their strategic accounts by expertly executing these four…
Vince CoricaAugust 7, 2023
“There is no passion to be found playing small –in settling for a life that is less than the one you are capable of living.” – Nelson Mandela Steve Jobs was well known for being…
Bill WallaceJuly 10, 2023
Hundreds of books and articles have dealt with overcoming sales objections – typically implying that sales objections must be countered or corrected. This implies you, as the sales professional, can change someone’s mind if the…
Kevin DoddrellJune 13, 2023
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…
Ian RamsbottomMay 16, 2023
The multitude of changes that COVID-19 has created within the sales profession has been well documented. Remote work has erased the benefit of tenure and outside experience to a degree, making interactions stale, boring, and…
Bill WallaceApril 18, 2023
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…
Bill WallaceNovember 8, 2022
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…
Ian RamsbottomFebruary 8, 2022
I know you will all relate to this scenario! You take a deep breath. You are faced with the embarrassing and unenviable task of delivering bad news to your sales leader –the important deal you…
Kevin DoddrellNovember 9, 2021
With the world’s expectations for being dialed in 24/7, speed and responsiveness are of the essence. Sometimes to get the best outcome, particularly in the heat of a deal, it’s ok to hit a brief…
Mary CasperSeptember 14, 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
Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success.…
Kevin DoddrellMay 18, 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
“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?…
Ian RamsbottomFebruary 16, 2021
When faced with leading the largest deal of your career, how do you lead the pursuit team to a win? Read this article to find out the five critical parts of your deal winning strategy.
Kevin DoddrellNovember 10, 2020
Getting an audience with client executives is an increasing challenge these days. Learn how to help your sales team develop BOLD ideas to gain executive access and elevate their reputation with clients using “creative disruption.”
Bill WallaceOctober 20, 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
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
The competitive sales world continues to change faster now than any time in history. We were all taught in sales school 101 the key to success was based on how well we could differentiate our…
Kevin DoddrellOctober 8, 2019
