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
Unlocking Growth: Beyond Cost-Cutting and Reductions We’re halfway through the year, and with the current market conditions, many companies are reassessing their approach to the second half. It’s always easy to cut expenses by cutting people or… Lon Cunninghis
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
Does Your Team Consider You an Outstanding Sales Leader? Your name will be on their list, right? Wait, what list? The list that pops into your team’s minds if they are in a conversation about the best leaders they have ever known or when reading an article… Vince Corica
Become a Trusted Sales Leader in 2023 At the beginning of each year, we traditionally reflect on our past and set goals for the future. As a sales leader, this is a good time also to reflect on our leadership and how we can build and… Kevin Doddrell
DNA of Winning the Strategic Deal About 10-15 years ago, megadeals, especially IT service megadeals, were worth hundreds of millions of dollars… and in some cases, billions! IT service providers were set up to successfully manage and… Ian Ramsbottom
Should We Fire the Coach? The various football leagues in Europe have completed their seasons and some teams have performed very well. Real Madrid defeated Liverpool in the Champions League to win the ultimate trophy.… Jacques Bossonney
Next Year’s Pipeline – No Time Like the Present Who knew that Sean Combs (aka P Diddy) would send a message that stands the test of time? Five years later, and it is still “all about the Benjamins, what?” In a 2022 Gartner report, it ranked… Mary Casper
Leaders: EVERYONE Got a New Job Two Years Ago! By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where we work, how… Lon Cunninghis
Lessons Learned: Management Advice for Sales Leaders Having talked to sales leaders of late, I was surprised to see how many common themes have emerged. Staff management issues! I have always said that Sales Leadership is the toughest job in… Debby Rizzo
