Are You Winning, Or Are You Losing? In sales, the line between winning and losing can often feel razor thin. However, towards the end of a deal, one competing party will usually have secured a sizeable advantage. The real question is,… Ray Baker October 21, 2024
Crunch Time – Bold Strategies for Big Wins The pressure to get the opportunity across the finish line intensifies as the fiscal year draws close. When time is running out, bold moves become essential to drive results. But how do you… Lon Cunninghis September 13, 2024
Unlocking Growth: Beyond Cost-Cutting and Reductions We’re halfway through the year, and with the current market conditions, many companies are reassessing their approach to the second half. It’s always easy to cut expenses by cutting people or… Lon Cunninghis July 22, 2024
Winning Responses to Common Sales Objections Have you been delayed or even rejected due to a sales objection? All salespeople have. Our sales coaching has revealed that even experienced salespeople don’t typically prepare for common sales… Debby Rizzo July 18, 2024
Four Critical Skills for Today’s Sales Leaders Sales Leaders have one of the most challenging jobs in the company today. The market continues to be difficult, with the acceleration of automation, AI, increasing competition and commoditization,… Lon Cunninghis May 23, 2024
How to Spin an RFP Withdrawal into an Opportunity 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… Vince Corica April 17, 2024
Five Strategies for Sales Leaders to Align Sales Cycles with Client Timelines 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… Ray Baker March 18, 2024
From Prospect to Partnership: Your 6-Step Guide to Winning Over Executives 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… Ian Ramsbottom February 20, 2024
New Sales Leadership Habits for 2024 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.… Kevin Doddrell December 11, 2023
Tis the Time for Rekindling: Effective Strategies to Spark Dormant Deals 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.… Ray Baker December 05, 2023
