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
How Successful Sales Leaders Engage Their Team Sales engagement can mean different things to different organizations. Some equate it with job satisfaction, while others measure engagement by measuring or tracking salespeople’s emotional… Jacques Bossonney November 13, 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
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
This Time It’s Personal “But they have much better relationships than we do…” How many times, as sales managers, do we hear this about the competition from our sales executives during deal reviews or coaching sessions? Our… Ian Ramsbottom November 17, 2020
How to Master Sales – It’s a Game of Chess Your value proposition doesn’t stand by itself. You need to make the right moves, with the right people, and tie it to the right outcomes. In this webinar, we discuss evaluating your go-to-market… Bill Wallace April 21, 2020
No Surprises – How to Wire Your Client Interactions for Maximum Impact There is an old adage called “Murphy’s Law.” It states anything that can go wrong, will go wrong, at the worst possible moment. Unfortunately, we have all experienced presentations, meetings, or even… Bill Wallace March 12, 2020
The Ultimate Secret of Effective Sales Leadership There has been quite a bit written about mission statements and goal setting, and perhaps just as much being ignored or abandoned. We may think about it and write down a few items but soon become… Bill Wallace January 21, 2020
Using Emotion to Create Action & Results If you have participated in traditional sales training and learned how to create and deliver a compelling value proposition, you are probably doing it wrong! The old school training strongly… Bill Wallace May 15, 2019
The New Playing Field Those of us who have been in business-to-business sales for a long time can easily recall being asked by our manager or coach about the ever-elusive decision maker. “Are you the decision maker?” We… Kevin Doddrell April 08, 2019
