Creating a Virtual Competitive Relationship Advantage Over the past several months, we have heard many stories from salespeople complaining about how they are now relegated to selling in a virtual world. The hesitancy, and even fear in some cases, is… Kevin Doddrell May 12, 2020
Your Solution Isn’t the Solution Most salespeople learn that “solution selling” is the way to win. But what happens when your solution becomes commoditized or there is a better solution on the market? How do you win then? If you… Kevin Doddrell February 19, 2020
Tear Down Coaching Walls in 2020 Fellow Leaders and Coaches, let’s face reality…. When most salespeople are asked into a coaching session or sales deal review, their normal state of mind is, “How can I get through this meeting with… Kevin Doddrell February 18, 2020
The Importance of Sales Culture in Leadership Prior to the rapid growth of the virtual sales organization, many of us grew up in the environment of the “sales floor” with all salespeople in close proximity. Typically, everyone could hear each… Kevin Doddrell December 17, 2019
Building Relationships Ain’t Like It Used to Be! How to best build superior business sales relationships has changed markedly over the last few decades. What has not changed is the sales theory that superior relationships can overcome a number of… Kevin Doddrell November 12, 2019
Help – Where Should I Focus My Coaching Time? Sales Leaders today are typically so busy responding to internal company requests, overall management of their team, and even selling or talking to clients that coaching their people falls into the… Kevin Doddrell October 15, 2019
Differentiate on the First Executive Call in Three Steps! The competitive sales world continues to change faster now than any time in history. We were all taught in sales school 101 the key to success was based on how well we could differentiate our… Kevin Doddrell October 08, 2019
Five Considerations for Leveraging Your Executive in a Sales Meeting The most under-leveraged and misused asset in a sales opportunity is the Executive Team. Correctly involving themselves in an account or sales cycle is an art that few Executives have mastered.… Kevin Doddrell August 13, 2019
How to Get to Your Flow State Distinguishing yourself as a great sales coach, one who can help your team exceed its goals, is directly related to your ability to get into your groove, or flow, as a coach. Mihaly Csikszentmihalyi,… Kevin Doddrell April 15, 2019
The New Playing Field Those of us who have been in business-to-business sales for a long time can easily recall being asked by our manager or coach about the ever-elusive decision maker. “Are you the decision maker?” We… Kevin Doddrell April 08, 2019
