Giving Salespeople the Confidence to Close Partner Allies Many salespeople believe they have great relationships with their customers, and many do. When we really think about that great relationship, does it mean the stakeholder is willing to sell on our… Mary Casper June 20, 2023
Transforming Sales Objections into Collaborative Opportunities Hundreds of books and articles have dealt with overcoming sales objections – typically implying that sales objections must be countered or corrected. This implies you, as the sales professional, can… Kevin Doddrell June 13, 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
How to Navigate the Complexities of Selling I have the pleasure of coaching and working with some of the world’s most experienced and skilled sales teams, often tackling the largest of opportunities. I also see the new generation of sales… Kevin Doddrell May 09, 2023
How Do You Bring Back the “Magic” of Selling With Your Team? The multitude of changes that COVID-19 has created within the sales profession has been well documented. Remote work has erased the benefit of tenure and outside experience to a degree, making… Bill Wallace April 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
Five Key Strategies of High-Performing Sales Organizations Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer,… Kevin Doddrell March 28, 2023
New Competency Required for Sales Leaders: Leading Sales Technology Adoption What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption . This responsibility was floating around and has now found its home with sales… Lori Preston March 23, 2023
Six Buyer Excuses and How to Respond We, as salespeople, are prone to look at the bright side of everything we hear. By nature, we want to accept everything said to us. We are positive people. My deal is awesome! My client loves me! My… Kevin Doddrell March 14, 2023
Does Your Team Consider You an Outstanding Sales Leader? Your name will be on their list, right? Wait, what list? The list that pops into your team’s minds if they are in a conversation about the best leaders they have ever known or when reading an article… Vince Corica February 21, 2023
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