I am sure many of us affectionately remember playing Clue (aka Cluedo). The fun involved in following the clues, uncovering agendas, and taking risks — so many twists and turns throughout. It is a game…
Goldman Sachs is cautiously forecasting an economic improvement in Global Growth of 3.5% driven by financial incentives and improvement in the growth of the US GDP. Sales leaders look to an improving market as an…
The average solutions salesperson wins 2.5 out of every 10 deals. A big reason for that performance stems from chasing unqualified opportunities. That is the blunt truth. Every funnel yields a large number of opportunities…
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,…
Take the “I think, therefore I am” statement, posed by philosopher Rene Descartes, a step further. Your subconscious mind will direct your energy to success, mediocrity, or failure, depending on your focus. Many of us…
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…
There is a secret formula to consistently exceed your sales goals, but as you might expect, it is not easy. The good news is that most people could do it, if they chose to. Set…
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…
Ever stayed in an opportunity too long, misjudged its realness, or won and later wished you hadn’t? In this Selling Power webinar, LaVon Koerner shares two essential questions to determine which deals your reps should…