Crunch Time – Bold Strategies for Big Wins The pressure to get the opportunity across the finish line intensifies as the fiscal year draws close. When time is running out, bold moves become essential to drive results. But how do you… Lon Cunninghis September 13, 2024
Winning Responses to Common Sales Objections Have you been delayed or even rejected due to a sales objection? All salespeople have. Our sales coaching has revealed that even experienced salespeople don’t typically prepare for common sales… Debby Rizzo July 18, 2024
Unlocking Sales Success: Eight Techniques from Stand-up Comedians In the sales world, where capturing attention, mastering communication, and building genuine connections are the name of the game, we can often find inspiration in the most unexpected places. If you… Ray Baker October 16, 2023
Selling – It’s More Personal Than You Think No matter how much experience you have, reviewing the fundamentals of getting and keeping attention is always important. The market has changed, attention spans are shorter, and more “clutter” makes… Bill Wallace October 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
Giving Salespeople the Confidence to Close Partner Allies Many salespeople believe they have great relationships with their customers, and many do. When we really think about that great relationship, does it mean the stakeholder is willing to sell on our… Mary Casper June 20, 2023
Transforming Sales Objections into Collaborative Opportunities Hundreds of books and articles have dealt with overcoming sales objections – typically implying that sales objections must be countered or corrected. This implies you, as the sales professional, can… Kevin Doddrell June 13, 2023
How Do You Bring Back the “Magic” of Selling With Your Team? The multitude of changes that COVID-19 has created within the sales profession has been well documented. Remote work has erased the benefit of tenure and outside experience to a degree, making… Bill Wallace April 18, 2023
The First Sales Call The first call, whether face-to-face or virtual, with ANY new contact, regardless of where you are in the sales cycle, is the most important because it determines if there will be a second. I coached… Lon Cunninghis April 11, 2023
How Culture and Language Impact Selling Growing up as a first-generation individual, I was exposed to language and culture differently than my schoolmates and neighbors. In my home, we spoke Spanish and English. I needed to figure out how… Ilsa Mendoza-Jackson February 14, 2023
