The Epidemic in Sales Leadership I first wrote about a trend I saw in Sales Leadership in 2014, and now, five years later, its reached epidemic proportions. It’s called “Whack-a-Mole Management.” You remember the arcade game. The… Lon Cunninghis August 21, 2019
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
Don’t Be the Smartest Person in the Room There is a saying, “If you’re the smartest person in the room, you’re probably in the wrong room.” Unfortunately, we all fall into the trap where we rely on our experience and position to, perhaps… Bill Wallace July 18, 2019
The Simple Rules of Delivering a Game-Changing Executive Message To deliver a powerful message to an executive in order to move them to take further actions (the key purpose of a sales call), we need to clearly understand the context of the situation we are… Kevin Doddrell March 11, 2019
Preparing for a Momentum Changing Sales Call Before we can discuss the logical aspects of preparation, let’s first understand the dynamics of a meeting. There is a difference between attempting to “sell” people something and “moving” their… Kevin Doddrell June 25, 2018
Coaching to Create Compelling Sales Calls Step 1: The Right Mindset As Sales Leaders, the most effective weapon we have to achieve our sales goals is the team’s ability to conduct compelling interactions with their prospects and clients. In the context of sales call… Kevin Doddrell June 15, 2018
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