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
The number of new social media networks seems to be growing exponentially! It’s hard to keep up and determine which ones to join. After you decide, you have to figure out who to follow, add,…
Lavon KoernerJune 11, 2019
Let’s be real, if someone asks an Account Manager to explain their role, most would say, “I am responsible for keeping strong, positive relationships in a customer account, solving their issues or questions that arise…
Lon CunninghisJanuary 7, 2019
Presenting an idea or a proposal to an executive is never easy, but its difficulty is compounded by the lack of financial justification. The term value proposition can easily be replaced with business case. Every…
Bill WallaceNovember 29, 2018
The sales environment is going through an amazing amount of disruption at a staggering pace. Strategic sales organizations must adapt to the changes or risk falling into the downward spiral of lower win-rates, loss of…
Bill WallaceNovember 9, 2018
The majority of base accounts have nowhere near the revenue penetration that we both think they do, or desire that they have. On average, base accounts have 15-20% revenue penetration for the client’s spend in…
Bill WallaceSeptember 14, 2018
Too many times salespeople stick to talking about their own products and services because that is where they are most confident and comfortable. They discount their personal knowledge and that of their company unnecessarily, thinking…
Debby RizzoMay 7, 2018
Competing for Attention We all clearly understand how the balance of power has shifted significantly in the last decade from seller to buyer, driven by the power of information and knowledge. To compound that power…
Kevin DoddrellMarch 23, 2018
Contrary to conventional wisdom, great salespeople do not just wake up and start selling; they wake up and start thinking! Great salespeople are passionate about helping people and like having something good to say. Since…
Lavon KoernerFebruary 8, 2018
With attention spans falling, and the competition for our limited attention rising, the demands on what it takes to deliver a successful elevator pitch have gone up big time. A salesperson can no longer reasonably…
Lavon KoernerDecember 4, 2017
Creating new opportunities within accounts may seem daunting. The fact is, it is relatively simple; it’s all about developing and sharing ideas with your contacts while helping their business and personal interests. The problem resides…
Bill WallaceJuly 10, 2017
Traditional thinking about account management is killing your business. There is a subtle change occurring within the world of account management that has significant implications for your revenue results. Rather than thinking of account management,…
Bill WallaceFebruary 13, 2017
Not long ago, all Hunters had to do was to FIND customers and persuade them that their solution was the best. In today’s market, a Hunter has to MAKE customers. The world is changing from…
Lavon KoernerNovember 7, 2016
There is an old saying in the world of Sales—“ABC”—which is better known as “Always Be Closing.” It was commonly used by sales managers in the days of typewriters and photocopier selling. So let us…
Lavon KoernerMay 3, 2016
