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Article

The Power of Opportunity Coaching

I recently had the pleasure of participating in a client’s coaching conference with more than 180 sales leadership executives in attendance. The focus was on creating a winning competitive sales culture through the adoption of…
Kevin Doddrell
May 15, 2017
Article

Become a Sales Shark

The sales culture is ever-evolving, yet the aggressive approach has declined dramatically, creating issues central to accomplishing revenue plans. It is true, sales is more demanding with challenging complexity and reliance on technology, but many…
Bill Wallace
May 5, 2017
Article

Do Your Values Create Value?

In the 90's and 2000’s there were long, arduous focus groups dedicated to creating the two or three sentences that would define you as an organization: the beloved mission statement. Often, arriving at those statements…
Mary Casper
April 17, 2017
Article

Can a Better Economy Be Bad News?

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…
Bill Wallace
March 20, 2017
Article

Do You Need to Kill Your Deal?

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…
Bill Wallace
March 13, 2017
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