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
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
