How Culture and Language Impact Selling Growing up as a first-generation individual, I was exposed to language and culture differently than my schoolmates and neighbors. In my home, we spoke Spanish and English. I needed to figure out how… Ilsa Mendoza-Jackson February 14, 2023
Understanding the Client Decision-Making Process Armed with new tools, techniques, and thinking after completing sales training, sales professionals often ask, “How should I begin?” A fair question after having been somewhat “fire-hosed” with fresh… Ian Ramsbottom January 10, 2023
Selling via Email Is Lazy Selling This will age me! When email first arrived on the scene, I was a front-line sales leader, leading a team of about 15 sellers in the IT Industry. The instruction came from above that all my… Kevin Doddrell September 06, 2022
Encounter Planning for the Win As many of us are enjoying the good fortune by returning to normal ways of conducting business following the pandemic, one of the great joys coming back are client meetings. Real, live, face-to-face… Ian Ramsbottom August 16, 2022
Teams Win – That’s a Fact! NASA’s January 8, 2022 announcement … James Webb Space Telescope completes epic deployment sequence…. It’s done. The biggest astronomical mirror ever sent into space is assembled and ready for… Ian Ramsbottom February 08, 2022
How to Avoid Deal Slippage – A Closure Plan! I know you will all relate to this scenario! You take a deep breath. You are faced with the embarrassing and unenviable task of delivering bad news to your sales leader –the important deal you… Kevin Doddrell November 09, 2021
It’s All About Winning… but for Who? As sales professionals, we need to be able to answer three key questions: 1) What do we sell? Easy. 2) What business value are we bringing to our client? And 3) Who wins? Here is the challenge… how… Ian Ramsbottom July 13, 2021
What’s Your Story? The secret in the book “Think and Grow Rich” is revealed by way of ideas and actions. As a salesperson, you can master this approach by applying thought to your client’s business and generating IDEAS… Bill Wallace May 11, 2021
Pipeline Ratios Have Changed – A Step-by-Step 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
New Year, New Energy, New Approach, and New Results! 2020 has been an interesting year. As Nietzsche stated, “Whatever doesn’t kill you, only makes you stronger.” Close what you can and dust your hands off. The year is almost over! Every new year… Bill Wallace December 08, 2020
