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Promises, promises, buyers have been beaten up by words too many times, in sales as in life, actions speak with more value than words. Execution – everything else is just talk. Read More

This Sales Academy program presents a sales framework and platform that allows you to grow and evolve with changing markets, customers and sales environment. No matter what you sell, if you are selling B2B you will take away practical and usable steps. Read More

Objectives are very subjective and at times personal, so why not use ROO as a way to get greater engagement and add to ROI in a way that goes beyond numbers. Read More

Language immersion is one of the best ways to learn and master a language, a culture and to fully enjoy and benefit. It is no different in sales, to maximize your success you need to immerse in the buyer’s reality, not the other way around, which seems to be the way some sellers want to go. Read More

Sometime using sharper tools will lead to better reaction and action by buyers. Don't hesitate to probe deeper as long as the buyer's objective is central to the exercise. Read More

The technique is simple, direct, and effective, especially when consistently executed. Try it for 10 days, without change and let’s discuss the results. Read More

Often the difference between success and failure is context. Understanding and managing the dynamics in a sales scenario and related technique can be that difference. Read More

Just as you master a skill, and get it right, things change and you need to start again. What is a sales leaders and organization to do to maintain the balance between executing the right activities, and executing well? Read More

No one doubts the importance of relationships when it comes to sustained sales success and client retention. Where there is room for debate is in the sequence, which does come first, the sale or the relationship, can you have one without the other? Read More

Make sure that you focus on those differences that impact the buyer and help them meet their objectives. Read More