One of our clients recently won a contract worth over $1 billion in a highly competitive deal where they ousted a long-time incumbent. When looking back at their strategy and approach, the account team agreed…
Lon CunninghisApril 14, 2021
2021 is a year of possibility, but sales leaders must harness the energy and focus of their people to maximize their results. While this may appear overly simplistic, there are four components that are GUARANTEED…
Bill WallaceMarch 16, 2021
While we have a course and webinar to help people sell better virtually, I wanted to share some tips on the number one sales skill salespeople have stated in our surveys they are finding the…
Debby RizzoMarch 9, 2021
“Pick me up at the airport and you can brief me about the client on our way to the meeting.” As a sales leader, have you ever asked one of your salespeople to do this?…
Ian RamsbottomFebruary 16, 2021
There is a secret to building relationships and connection with people, which lends itself to successful selling. Many do not learn it until later in their career, if at all. The secret to connect with…
Bill WallaceFebruary 9, 2021
After 2020’s dramatic market changes, sales leaders must re-examine their approach to achieving their 2021 sales targets, including their approach to pipeline management. Now is the time to implement a science-based approach to planning.
Lon CunninghisJanuary 19, 2021
Welcome to 2021! Let us put 2020 behind us and make this year successful. Read about four simple habits you can focus on to take advantage of the challenging world of virtual sales.
Kevin DoddrellJanuary 12, 2021
How do you stay sucessful in 2021? Learn how to adapt to tech-savvy, self-sufficient clients and continue to create demand for your services!
Lon CunninghisDecember 15, 2020
2020 is finally ending! The new year offers an abundance of opportunity if we are willing to focus on new approaches, become more daring, and refuse to accept anything less than success.
Bill WallaceDecember 8, 2020
“But they have much better relationships than we do…” How many times do we hear this about the competition from our sales executives? First thought? What evidence do we have that this is the case?
Ian RamsbottomNovember 17, 2020
