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
Five Strategies for Sales Leaders to Align Sales Cycles with 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 March 18, 2024
Tis the 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 December 05, 2023
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 August 07, 2023
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 December 13, 2022
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 February 15, 2022
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
The Next 15 Days Despite the severe adversity being endured due to the pandemic, you must persevere and take action to salvage as much of our revenue potential as we can. This is not a time for managers. This is a… Bill Wallace May 19, 2020
Adapt, Improvise, and Overcome Our clients’ focus has shifted, and until the current crisis passes, it will require every one of us to quickly reinvent our selling approach as we adapt to this world of connecting with our clients… Bill Wallace April 07, 2020
Differentiate on the First Executive Call in Three Steps! The competitive sales world continues to change faster now than any time in history. We were all taught in sales school 101 the key to success was based on how well we could differentiate our… Kevin Doddrell October 08, 2019
