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
Want to Buy Some…Digital Transformation? Almost every technology company and salesperson on the planet is selling some form of Digital Transformation today. As much as we would like to think those words enchant and motivate our clients to… Lon Cunninghis August 10, 2021
Selling Through Uncertainty Besides the obvious impact of the pandemic, there are significant trends emerging you may not recognize yet. These will require us to change how we sell. The world learned how to buy almost… Lon Cunninghis June 08, 2021
Strategic Sales Are Won in the First Half 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… Lon Cunninghis April 14, 2021
Pipeline Ratios Have Changed – Guided Approach to 2021 Sales Planning Happy New Year and welcome to 2021! The COVID-19 crisis continues. Market demand is down. Investment decisions are being made at higher levels. Clients are engaging salespeople later in the buying… Lon Cunninghis January 19, 2021
Client Self-Sufficiency – The New Threat to Enterprise Sales As we learn how to sell and work in an almost exclusively virtual environment, a new threat has emerged during the pandemic that you might not recognize yet. One that I believe will act to change… Lon Cunninghis December 15, 2020
Lights, Action, Camera! When leveraged successfully, virtual selling – especially for strategic sellers, will afford you significant competitive advantage in the marketplace. Start with your camera! If you’re like me, you… Lon Cunninghis September 08, 2020
The New Pandemic in Sales The COVID-19 crisis may be slowly abating, economies are beginning to open, and companies are getting back to business, but there is a new pandemic Sales Leaders must be prepared to deal with – Call… Lon Cunninghis July 14, 2020
Don’t Overlook This Front-line Defense Your Service Delivery and Client Support Teams are the most important asset you have in both protecting your clients and growing revenue in the post-pandemic world. When the starting gun goes off and… Lon Cunninghis June 09, 2020
Rock Your Thought Leadership Throughout Your Sales Cycle Gamers love the pursuit of extra lives, resources, and special powers. This is the thrill within the thrill of the game. Sounds like selling! Salespeople also love the thrill of acquiring extra… Lon Cunninghis May 28, 2020
