We, as salespeople, are prone to look at the bright side of everything we hear. By nature, we want to accept everything said to us. We are positive people. My deal is awesome! My client…
Kevin DoddrellMarch 14, 2023
“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?
Ian RamsbottomNovember 17, 2020
Your value proposition doesn’t stand by itself. You need to make the right moves, with the right people, and tie it to the right outcomes. In this webinar, we discuss evaluating your go-to-market strategy, identifying…
Bill WallaceApril 21, 2020
Every important interaction with a prospect or client must be intentionally planned to ensure maximum success. Learn the rules to “wiring” your discussions so Mr. Murphy doesn’t stop you from accomplishing your critical objectives.
Bill WallaceMarch 12, 2020
There has been quite a bit written about mission statements and goal setting, and perhaps just as much being ignored or abandoned. We may think about it and write down a few items but soon…
Bill WallaceJanuary 21, 2020
If you have participated in traditional sales training and learned how to create and deliver a compelling value proposition, you are probably doing it wrong! The old school training strongly reinforces the need to create…
Bill WallaceMay 15, 2019
Those of us who have been in business-to-business sales for a long time can easily recall being asked by our manager or coach about the ever-elusive decision maker. “Are you the decision maker?” We were…
Kevin DoddrellApril 8, 2019
I am sure many of us affectionately remember playing Clue (aka Cluedo). The fun involved in following the clues, uncovering agendas, and taking risks — so many twists and turns throughout. It is a game…
Kevin DoddrellApril 6, 2017
