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
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
Deal Slippage – A Perennial Problem Deal forecasting accuracy is more than a critical component to business performance. As Sales Leaders, it is also a key contributor to our credibility within the companies we represent. So, why is it… Ian Ramsbottom April 14, 2020
Five Considerations for Leveraging Your Executive in a Sales Meeting The most under-leveraged and misused asset in a sales opportunity is the Executive Team. Correctly involving themselves in an account or sales cycle is an art that few Executives have mastered.… Kevin Doddrell August 13, 2019
Colonel Mustard in the Library with the Candlestick I am sure many of us affectionately remember playing Clue (aka Cluedo). The fun involved in following the clues, uncovering agendas, and taking risks — so many twists and turns throughout. It is a… Kevin Doddrell April 06, 2017
Do You Need to Kill Your Deal? The average solutions salesperson wins 2.5 out of every 10 deals. A big reason for that performance stems from chasing unqualified opportunities. That is the blunt truth. Every funnel yields a large… Bill Wallace March 13, 2017
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