Transitioning to a Sales Leader – A Rubicon Moment
Congratulations! You’ve done it! You have crossed the Rubicon! You’re a sales leader. So, what do you do now? Even […]
New Sales Leaders, Sales Coaching, Skill Guide Articles
Sales Strategy, Sales Strategy Fundamentals, Skill Guide Articles
Think like a futurist!
We are living and selling in a time of “compressed history.” Changes driven by the global market and advances in
Opening and Closing a Call, Sales Skills, Skill Guide Articles
Three Myths to Debunk About Opening Sales Calls
It does not take long to open a sales call, but how you start often determines how you finish. So,
Developing a Winning Sales Strategy, Launching New Products, Sales Leadership, Sales Strategy, Skill Guide Articles
The Missing Link Between Product Launches and Sales Success
Each year companies develop and launch a dazzling array of new products. Some are modifications or minor upgrades of last
Sales Tips, Salesperson Skill/Knowledge Development, Skill Guide Articles
Transforming Sales Training – Think Better, Quicker, Cheaper
We have written a fair amount about companies going through transformational shifts in how they buy due to disruptive changes
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles, Winning Against Competitors
To Win a Sale You Have to Be Considered!
In general, customers only seriously consider a handful of products before deciding which one to buy. This group of products
Leveraging Storytelling, Sales Skills, Skill Guide Articles
Tips to Leverage the Power of Storytelling
Sales and storytelling – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more
Sales Coaching, Sales Coaching Techniques, Skill Guide Articles
Three Sales Coaching Tips
Sales coaching – everybody knows it’s important but many are still struggling to get it right, so we are always
New Sales Leaders, Sales Coaching, Skill Guide Articles
Three Self-Imposed Pitfalls Facing New Sales Leaders
Think about new sales leaders you’ve known. Were they promoted for their sales management expertise or for their sales success?