80 weeks! We are approaching 80 weeks of managing complex sales cycles virtually. When it comes to complex sales, we have learned several critical lessons about how to connect and gain a relationship advantage. We…
Kevin DoddrellOctober 12, 2021
“I QUIT!” I did not see that coming. Your top sales talent is being head hunted and after what everyone has been through, there are an increasing number of salespeople willing to listen to the…
Lori PrestonSeptember 21, 2021
With the world’s expectations for being dialed in 24/7, speed and responsiveness are of the essence. Sometimes to get the best outcome, particularly in the heat of a deal, it’s ok to hit a brief…
Mary CasperSeptember 14, 2021
“…but most of all, I would like to thank my team, and , my coach for his/her endless support and commitment to my success, for motivating me, and for never giving up and believing in…
Ian RamsbottomAugust 17, 2021
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
A key determinate of growth is the ability of a sales organization to win the largest strategic deals. So, why do so many of our clients that are focused on these types of deals say…
Kevin DoddrellJuly 27, 2021
As sales professionals, we need to be able to answer three key questions: 1) What do we sell? Easy. 2) What business value are we bringing to our client? And 3) Who wins? Here is…
Ian RamsbottomJuly 13, 2021
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…
Bill WallaceJune 15, 2021
Besides the obvious impact of the pandemic, there are significant trends emerging you may not recognize yet. These will require us to change how we sell. The world learned how to buy almost everything online…
Lon CunninghisJune 8, 2021
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
