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
Leaders: EVERYONE Got a New Job Two Years Ago! By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where we work, how… Lon Cunninghis June 21, 2022
Lessons Learned: Management Advice for Sales Leaders Having talked to sales leaders of late, I was surprised to see how many common themes have emerged. Staff management issues! I have always said that Sales Leadership is the toughest job in… Debby Rizzo May 24, 2022
What’s Your Story? The secret in the book “Think and Grow Rich” is revealed by way of ideas and actions. As a salesperson, you can master this approach by applying thought to your client’s business and generating IDEAS… Bill Wallace May 11, 2021
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
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
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