“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…
The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. I coached…
Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of…
What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption. This responsibility was floating around and has now found its home with sales leaders. Some of you are…
“I QUIT!” I did not see that coming. Your top sales talent is being head hunted and after what everyone has been through, there are an increasing number of salespeople willing to listen to the…
A key determinate of growth is the ability of a sales organization to win the largest strategic deals. So, why do so many of our clients that are focused on these types of deals say…
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.…
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…
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…
The B2B sales profession continues to evolve at a rapid rate due to client demands. Unfortunately, the sales training industry has not kept pace and is rapidly becoming obsolete. With the cost of sales too…