I have the pleasure of coaching and working with some of the world’s most experienced and skilled sales teams, often tackling the largest of opportunities. I also see the new generation of sales professionals developing…
Kevin DoddrellMay 9, 2023
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…
Lon CunninghisApril 11, 2023
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
For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Rather than start the year 20 times, I actually started the “year” 240 times. Each…
Lon CunninghisFebruary 15, 2022
As sales professionals, we need to be able to answer three key questions: 1) What do we sell? Easy. 2) What business value are we bringing to our client? And 3) Who wins? Here is…
Ian RamsbottomJuly 13, 2021
“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
Do you want to move deals faster through the funnel? Create a greater probability of success? Put more wins on the board? Then consider establishing a coaching flow and help stop the Value Proposition madness!
Bill WallaceJune 16, 2020
