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
Giving Salespeople the Confidence to Close Partner Allies Many salespeople believe they have great relationships with their customers, and many do. When we really think about that great relationship, does it mean the stakeholder is willing to sell on our… Mary Casper
How to Navigate the Complexities of Selling I have the pleasure of coaching and working with some of the world’s most experienced and skilled sales teams, often tackling the largest of opportunities. I also see the new generation of sales… Kevin Doddrell
How Do You Bring Back the “Magic” of Selling With Your Team? The multitude of changes that COVID-19 has created within the sales profession has been well documented. Remote work has erased the benefit of tenure and outside experience to a degree, making… Bill Wallace
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
Six Buyer Excuses and How to Respond We, as salespeople, are prone to look at the bright side of everything we hear. By nature, we want to accept everything said to us. We are positive people. My deal is awesome! My client loves me! My… Kevin Doddrell
Sales Leaders: Are You Executing These Five Q1 Must Do’s? For 20 years, I had a monthly sales quota. Even when I was leading a $400 million global accounts organization. Rather than start the year 20 times, I actually started the “year” 240 times. Each and… Lon Cunninghis
It’s All About Winning… but for Who? As sales professionals, we need to be able to answer three key questions: 1) What do we sell? Easy. 2) What business value are we bringing to our client? And 3) Who wins? Here is the challenge… how… Ian Ramsbottom
This Time It’s Personal “But they have much better relationships than we do…” How many times, as sales managers, do we hear this about the competition from our sales executives during deal reviews or coaching sessions? Our… Ian Ramsbottom
Coaching Flow: Stop the Value Proposition Madness! It goes without saying that Sales Leaders are facing an unprecedented amount of uncertainty. As a result, they are understandably anxious about navigating through the labyrinth of added complexity.… Bill Wallace
