Several months ago, I was coaching Kim, a successful Strategic Account Executive. Kim started the coaching session with a deep exhale, saying, "I'm certain I will lose yet another unsolicited RFP this week. We will…
The adage "Time kills all deals" is a stark reminder that striking while the iron is hot and maintaining deal momentum is everything in the sales world. However, aligning deal timelines with client expectations and…
It's an age-old saying that people buy from people. More people buy from people they trust - but most importantly, they buy from people they trust and whom they like. One statistic remains true after…
New Year’s Resolutions for Sales Leaders Repeatedly this month, I’ve heard the common statement... “Where did that year go to?” As we prepare for 2024, it’s the season for crafting new resolutions. Also, many of…
By my rules, you are being ghosted after three days of silence from a client. Yet, as any experienced salesperson knows, the reasons behind responsiveness can be as varied as the clients themselves. Lack of…
What can sales leaders do to drive engagement and lead to improved sales results? And what is Sales Engagement anyway? Sales engagement is a vital factor influencing a sales team’s success, encompassing the level of…
In today’s rapid sales landscape, Generative AI emerges as a game changer for sales professionals when used correctly, paving the way for in-depth prospect research and personalized outreach. The ability of a salesperson to bring…
In the sales world, where capturing attention, mastering communication, and building genuine connections are the name of the game, we can often find inspiration in the most unexpected places. If you have ever marveled at…
No matter how much experience you have, reviewing the fundamentals of getting and keeping attention is always important. The market has changed, attention spans are shorter, and more “clutter” makes it difficult to stand out.…
Proof of Concepts (POCs) or “Pilots” are an excellent way to break into new accounts or companies. They are also a great way to flank a competitor where you are behind or regain momentum in…