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
Elevating Your Sales Presentations: Strategies for Captivating Audiences Can you remember the last presentation you sat through? If you can, then what can you remember about the presentation? What were the key messages? What did you learn? Was it compelling, or did you… Ian Ramsbottom July 17, 2023
Squeezing the Lemon: A Sales Manager’s Guide to Maximizing Sales Sales managers are consistently required to deliver improved performance, not necessarily with increased resources, and even with reduced resources sometimes. Sound familiar? So, what can you do to… Ian Ramsbottom May 16, 2023
Understanding the Client Decision-Making Process Armed with new tools, techniques, and thinking after completing sales training, sales professionals often ask, “How should I begin?” A fair question after having been somewhat “fire-hosed” with fresh… Ian Ramsbottom January 10, 2023
DNA of Winning the Strategic Deal About 10-15 years ago, megadeals, especially IT service megadeals, were worth hundreds of millions of dollars… and in some cases, billions! IT service providers were set up to successfully manage and… Ian Ramsbottom October 20, 2022
Encounter Planning for the Win As many of us are enjoying the good fortune by returning to normal ways of conducting business following the pandemic, one of the great joys coming back are client meetings. Real, live, face-to-face… Ian Ramsbottom August 16, 2022
Are You Living Up to the Client Promise? As Sales Leaders, our primary role remains to attract and retain the best sales talent we can. Having done so, we create a working environment where each team member can achieve their full potential… Ian Ramsbottom April 19, 2022
Teams Win – That’s a Fact! NASA’s January 8, 2022 announcement … James Webb Space Telescope completes epic deployment sequence…. It’s done. The biggest astronomical mirror ever sent into space is assembled and ready for… Ian Ramsbottom February 08, 2022
But Most of All, I Would Like to Thank… “…but most of all, I would like to thank my team, and [name], my coach for his/her endless support and commitment to my success, for motivating me, and for never giving up and believing in me.… Ian Ramsbottom August 17, 2021
It’s All About Winning… but for Who? 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 the challenge… how… Ian Ramsbottom July 13, 2021
