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Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn’t apply to them. And of course they are right. Right Read More

There are a number of different sales methodologies, techniques and courses, but in the end they are only as good as the execution. Execution - the silver bullet in sales, everything else is just talk Read More

When developing a plan for operating a sales territory or chasing down a specific opportunity, both the Solution Selling and Consultative Selling frameworks have proven their value. I am far from alone in being a huge fan of the underlying concepts and best practices. These approaches and combinations thereof have supported the transformation of legions of “wannabes” into legitimate sales professionals Read More

Ever make a sales call that went really, really well? That covered more topics than you had planned? All of which advanced your quest to deliver still more value to your client? (And increase your revenue?) But left a major new opportunity virtually un-discussed Read More

We continue to explore the BANTER approach. As we look at Need and Timelines, it is important to remember that at the end it comes down to how you execute Read More

Inspirational leaders charge up their teams for exceptional performance. Who helps keep the inspirational leader inspired?

Executive coaching is one of the fastest growing areas for top executives. It provides leaders with a non judgmental sounding board, friend and mentor to keep the executive sharp and on fire. Read More

BANTER gives you a frame work for working through a sale and helping the buyer make the decision to deal with you. Today we look at the first two elements: Budget and Accountability Read More

The term “Consultative Selling” and it’s underlying concepts were first introduced in the book by the same name published in 1973 and authored by Mack Hanan, James Cribbin and Herman Heiser. Although amended and modified countless times since then and in countless industries and by countless sales organizations, the basics remain true to this day. Perhaps they are even more relevant today and are an underlying foundation for Lead Dog Selling Read More

Two metrics that you need to capture to understand how to reach your sales goals are your average deal size and your churn rate. These two undervalued metrics do much to determine how you go about reaching your goals, and they cannot be overlooke Read More

“If I have seen farther than others, it is because I have stood on the shoulders of giants.” — Sir Isaac Newton

Be humble and find a giant to stand on Read More