Growing up as a first-generation individual, I was exposed to language and culture differently than my schoolmates and neighbors. In my home, we spoke Spanish and English. I needed to figure out how not to…
Ilsa Mendoza-JacksonFebruary 14, 2023
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
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
As sales managers, what are our most valuable assets? Our sales team, of course… but arguably even more important are our prospects and clients, without whom we have no business. Consider this: our existing clients…
Ian RamsbottomApril 21, 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
How do you stay sucessful in 2021? Learn how to adapt to tech-savvy, self-sufficient clients and continue to create demand for your services!
Lon CunninghisDecember 15, 2020
“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
How do you become the best of the best in your sales career? In this article, we give you four key areas of focus which will enable you to move ahead of the pack.
Ian RamsbottomOctober 13, 2020
You would be surprised how many salespeople do not set and execute a strategy to outmaneuver the competition. This is especially prevalent with RFPs, where far too much time is spent on the solution. This…
Kevin DoddrellJune 17, 2020
Gamers love the pursuit of extra lives, resources, and special powers. This is the thrill within the thrill of the game. Sounds like selling! Salespeople also love the thrill of acquiring extra powers in the…
Lon CunninghisMay 28, 2020
The global pandemic has forced companies to change how they work, which has significant impact on how we sell. Social distancing is another barrier and selling virtual may become the foreseeable new norm.
Lon CunninghisMarch 19, 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
Most salespeople learn that “solution selling” is the way to win. But what happens when your solution becomes commoditized or there is a better solution on the market? How do you win then? If you…
Kevin DoddrellFebruary 19, 2020
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
The saying, “Insanity is doing the same thing over and over and expecting different results” is widely attributed to Albert Einstein. Those of us in Sales and Sales Leadership have related to that quote at one point…
Bill WallaceJuly 10, 2019
In the 90's and 2000’s there were long, arduous focus groups dedicated to creating the two or three sentences that would define you as an organization: the beloved mission statement. Often, arriving at those statements…
Mary CasperApril 17, 2017
