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How you handle disruptive change is informed by who you are and what meaning you attach to change. If you believe that change can means only negative consequences, it will be true for you. If you believe that change means opportunity—even when it is extremely difficult to identify the opportunity, it will bring opportunity for you Read More

The devils in your deals are ruthless. They will disrupt your deals and ruin your chances of winning given even the smallest of openings. The worst of which is the devil of believing you know something that you don’t know 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

Your sales results are the result of what you believe and how you act on those beliefs. At the halfway point of this year, let’s do some checking in Read More

There are a lot of things that seem beyond explanation in this world, and would seem to be supernatural or paranormal. It goes without saying that this extends to sales as well, where many things sales people do can only be explained as being paranormal. Trevor Stevens takes a humours look at some Read More

Improvement begins with the willingness to take new actions and to adopt new and better behaviors. To know that what you are doing is wrong and to continue to do so is no better than not knowing Read More

Someone or something always comes out on top. And as you might guess, it’s true for the financial analysis and justification a sales rep can prepare and present. Internal Rate of Return (or IRR) enables a rep to use a single number to demonstrate the compelling wisdom of investing in his or her recommendations. IRR is one big, bad differentiator Read More