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
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
Unlocking the Power of Proof of Concepts in Sales: Five Essential Rules for Success Proof of Concepts (POCs) or “Pilots” are an excellent way to break into new accounts or companies. They are also a great way to flank a competitor where you are behind or regain momentum in a stalled… Lon Cunninghis September 18, 2023
The First Sales Call The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. I coached… Lon Cunninghis April 11, 2023
Is Your Sales Team Recession-Proof? As we enter a likely global recession and continue to deal with the aftermath of the pandemic, we are seeing some alarming trends in our 2022 Sales Challenges Surveys. These trends suggest many… Lon Cunninghis December 13, 2022
Leaders: EVERYONE Got a New Job Two Years Ago! By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where we work, how… Lon Cunninghis June 21, 2022
HR and the CHRO Could be Your Best Sales Opportunity By now everyone has heard about the “Great Resignation,” where in America alone almost 4 million people quit their jobs each month during 2021 – the highest on record, and where there were over 10… Lon Cunninghis May 10, 2022
Sales Leaders: Are You Executing These Five Q1 Must Do’s? For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Rather than start the year 20 times, I actually started the “year” 240 times. Each and… Lon Cunninghis February 15, 2022
What Kind of Sales Leader Are You? The pandemic has tested the capabilities of practically every leader on the planet, but perhaps none greater than Sales Leaders. With selling and working mostly virtual now, Sales Leaders have been… Lon Cunninghis November 16, 2021
