From Insight to Outreach: Harnessing Generative AI for Comprehensive Sales Engagement In today’s rapid sales landscape, Generative AI emerges as a game changer for sales professionals when used correctly, paving the way for in-depth prospect research and personalized outreach. The… Corey Washington November 06, 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
Traditional Account Management is Dead Traditional thinking about account management is killing your business. There is a subtle change occurring within the world of account management that has significant implications for your revenue… Bill Wallace August 22, 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
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
Squeezing the Lemon: A Sales Manager’s Guide to Maximizing Sales Sales managers are consistently required to deliver improved performance, not necessarily with increased resources, and even with reduced resources sometimes. Sound familiar? So, what can you do to… Ian Ramsbottom May 16, 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
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
Shift From Knowing to Critical Thinking Concerned about being an “inch deep” when you bring thought leadership? The fear of being “found out” that you are only an inch deep on your thought leadership when selling makes the idea of calling… Lori Preston October 11, 2022
