In the pre-pandemic environment, selling and sales leadership were comfortable and relatively predictable. As the new reality took over, the quick scramble was on to embrace the virtual necessity. The result of moving into a…
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.…
Kevin DoddrellMay 18, 2021
After 2020’s dramatic market changes, sales leaders must re-examine their approach to achieving their 2021 sales targets, including their approach to pipeline management. Now is the time to implement a science-based approach to planning.
Lon CunninghisJanuary 19, 2021
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
Relationship Mapping in an account may be a common practice, but it can actually do your seller more harm than good. Learn how to set aside traditional Relationship Mapping in this article.
Kevin DoddrellSeptember 15, 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
The most under-leveraged and misused asset in a sales opportunity is the Executive Team. Correctly involving themselves in an account or sales cycle is an art that few Executives have mastered. Executive customer calls are…
Kevin DoddrellAugust 13, 2019
The business-to-business sales profession is rapidly changing and evolving. Working in more complex environments with sophisticated solutions demands more business acumen, a greater understanding of personal client agendas, knowledge of proposed client outcomes, and a…
Bill WallaceMarch 15, 2019
As we move into a new year, there is always excitement and hope for what is to come. We look ahead with aspirations for 2019. Yet we remain aware of the volatility in today’s ever-changing…
Kevin DoddrellJanuary 11, 2019