Sales Leadership That Wins: Why Tracking Win Rates Is the Most Underrated Power Move Win Rate Isn’t Just a Metric—It’s a Mindset Vince Corica
From Profile to Pipeline: LinkedIn Optimization for B2B Sales Leaders Your Digital Sales Superpower in 2025 Marc Clausen
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
5 Strategies Sales Leaders can Align Sales Cycles to Client Timelines The adage “Time kills all deals” is a stark reminder that striking while the iron is hot and maintaining deal momentum is everything in the sales world. However, aligning deal timelines with client… Ray Baker
Time for Rekindling: Effective Strategies to Spark Dormant Deals By my rules, you are being ghosted after three days of silence from a client. Yet, as any experienced salesperson knows, the reasons behind responsiveness can be as varied as the clients themselves.… Ray Baker
Four Best Practices for Strategic Account Reviews The principles in this article reflect the real-life story of how a large business unit in a $4b global financial services firm retained and grew 100% of their strategic accounts by expertly… Vince Corica
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
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
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
