Are You Winning, Or Are You Losing? In sales, the line between winning and losing can often feel razor thin. However, towards the end of a deal, one competing party will usually have secured a sizeable advantage. The real question is,… Ray Baker October 21, 2024
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
Winning Responses to Common Sales Objections Have you been delayed or even rejected due to a sales objection? All salespeople have. Our sales coaching has revealed that even experienced salespeople don’t typically prepare for common sales… Debby Rizzo July 18, 2024
How to Spin an RFP Withdrawal into an Opportunity Several months ago, I was coaching Kim, a successful Strategic Account Executive. Kim started the coaching session with a deep exhale, saying, “I’m certain I will lose yet another unsolicited RFP… Vince Corica April 17, 2024
From Insight to Outreach: Harnessing Generative AI for Comprehensive Sales Engagement In today’s rapid sales landscape, Generative AI emerges as a game changer for sales professionals when used correctly, paving the way for in-depth prospect research and personalized outreach. The… Corey Washington November 06, 2023
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
How to Create the “Spark of Insight” with Your Coaching Do salespeople seek out your coaching on their pursuits? If not, pick up something new here. A simple add to your coaching approach can elevate the experience salespeople have with you. AND get some… Lori Preston August 15, 2023
10 Characteristics of a Sales Pirate “There is no passion to be found playing small –in settling for a life that is less than the one you are capable of living.” – Nelson Mandela Steve Jobs was well known for being a Pirate. He used… Bill Wallace July 10, 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
