How to Virtualize Your Team’s Sales Approach During Social Distancing Several key events in history have necessitated changing how we sell. Sarbanes-Oxley legislation brought us Procurement Organizations and the need to navigate structured buying processes. The… Lon Cunninghis March 19, 2020
No Surprises – How to Wire Your Client Interactions for Maximum Impact There is an old adage called “Murphy’s Law.” It states anything that can go wrong, will go wrong, at the worst possible moment. Unfortunately, we have all experienced presentations, meetings, or even… Bill Wallace March 12, 2020
Your Solution Isn’t the Solution Most salespeople learn that “solution selling” is the way to win. But what happens when your solution becomes commoditized or there is a better solution on the market? How do you win then? If you… Kevin Doddrell February 19, 2020
Win Themes Done Right Win Themes, poorly executed, sound like long, boring, bragging statements. They can ramble on about the benefits of products or services and likely sound a little different from any other competitor.… Ian Ramsbottom February 11, 2020
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
Do Things WITH Clients Not TO Clients Many people believe the ultimate goal in working with our clients is to become their “partner,” and not just another vendor. Yet, in a traditional selling process, most salespeople have several… Lon Cunninghis December 10, 2019
The Hidden Danger Inside Your Account Base Is a hidden danger lurking inside your Account base? Instead of having a competitive advantage as an incumbent, you may have a competitive liability! As leaders, we often recognize success and… Bill Wallace November 21, 2019
Building Relationships Ain’t Like It Used to Be! How to best build superior business sales relationships has changed markedly over the last few decades. What has not changed is the sales theory that superior relationships can overcome a number of… Kevin Doddrell November 12, 2019
Differentiate on the First Executive Call in Three Steps! The competitive sales world continues to change faster now than any time in history. We were all taught in sales school 101 the key to success was based on how well we could differentiate our… Kevin Doddrell October 08, 2019
Dare to Do Things Differently The saying, “Insanity is doing the same thing over and over and expecting different results” is widely attributed to Albert Einstein. Those of us in Sales and Sales Leadership have related to that… Bill Wallace July 10, 2019
