Lights, Action, Camera! When leveraged successfully, virtual selling – especially for strategic sellers, will afford you significant competitive advantage in the marketplace. Start with your camera! If you’re like me, you… Lon Cunninghis September 08, 2020
Does Selling Have to Be Such a Serious Business? It amazes me when I observe salespeople heading into a major meeting and watch them leave their personality and sense of humor at the door! And then they use words and phrases which are seldom heard… Kevin Doddrell July 07, 2020
Don’t Overlook This Front-line Defense Your Service Delivery and Client Support Teams are the most important asset you have in both protecting your clients and growing revenue in the post-pandemic world. When the starting gun goes off and… Lon Cunninghis June 09, 2020
Rock Your Thought Leadership Throughout Your Sales Cycle Gamers love the pursuit of extra lives, resources, and special powers. This is the thrill within the thrill of the game. Sounds like selling! Salespeople also love the thrill of acquiring extra… Lon Cunninghis May 28, 2020
Creating a Virtual Competitive Relationship Advantage Over the past several months, we have heard many stories from salespeople complaining about how they are now relegated to selling in a virtual world. The hesitancy, and even fear in some cases, is… Kevin Doddrell May 12, 2020
Adapt, Improvise, and Overcome Our clients’ focus has shifted, and until the current crisis passes, it will require every one of us to quickly reinvent our selling approach as we adapt to this world of connecting with our clients… Bill Wallace April 07, 2020
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
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