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
New Sales Leadership Habits for 2024 New Year’s Resolutions for Sales Leaders Repeatedly this month, I’ve heard the common statement… “Where did that year go to?” As we prepare for 2024, it’s the season for crafting new resolutions.… Kevin Doddrell December 11, 2023
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
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
Five Key Strategies of High-Performing Sales Organizations Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer,… Kevin Doddrell March 28, 2023
New Competency Required for Sales Leaders: Leading Sales Technology Adoption What new sales manager competency is creeping onto the scene? The competency is leading sales technology adoption . This responsibility was floating around and has now found its home with sales… Lori Preston March 23, 2023
“I Quit!” – I Did Not See That Coming “I QUIT!” I did not see that coming. Your top sales talent is being head hunted and after what everyone has been through, there are an increasing number of salespeople willing to listen to the pitch… Lori Preston September 21, 2021
The Problem With Strategic Deal Qualification A key determinate of growth is the ability of a sales organization to win the largest strategic deals. So, why do so many of our clients that are focused on these types of deals say to me their… Kevin Doddrell July 27, 2021
Great Things Happen When Sales Coaching Becomes a Habit Sales leaders have heard for years that we need to be great coaches… and that our primary role is to advance both the talent of our team and our sales opportunities to ensure organizational success.… Kevin Doddrell May 18, 2021
Five Easy Steps to 2020 Sales Success Happy New Year! If you are like many sales professionals, you are thrilled to have survived the end of 2019 madness, and you are ready to jump into 2020! However, if you have growth targets this… Lon Cunninghis January 14, 2020
