What is the Impact of COVID-19 on Your Sales Process?
In the past few years, buyer surveys have shown that buyer-seller engagements have decidedly pivoted to digital, where a vast majority of buyers don’t want to
Michael Wills
“What’s in your Wallet?” Time to Fund Your Sales Tool Kit
The Capital One Financial slogan, “What’s in your wallet?” is regarded as one of the greatest slogans of our generation. As everyone knows, the tag
Train Your Brain to Close the Sale
The human brain has two distinct sides; two separate hemispheres that control very different actions. The left side controls rationale and logic. It looks for
Rewind Sales Organization to Fast-Forward Sales Performance
I bet when your business was launched, it didn’t include an experienced Head of Sales out of the gate. A visionary leader with a strong
A Modern Approach to Incorporating Antiquated Sales Scripts
Let’s face it, salespeople are often annoying and frequently focus too much on their own goals rather than the needs of their customers. On the telephone,
Create the Right Timing to Maximize Sales Training – Part 2 of Our Series on “Why Sales Training Isn’t Enough”
When you think of sales training, what comes to mind first? A way to get salespeople up to speed, or to quickly boost sales? Maybe
Create a Sales Plan that Sets Your Sales Pros Up for Success
Creating a plan to get everyone heading in the same direction is a key responsibility of a sales manager in leading their sales team. A
Stop Being a Proposal Factory
Way too often a salesperson returns from the frontier with great news – “my prospect wants a proposal!” The request for a proposal is cheered
“If I Was 6 Feet Tall”
I am 5 feet 10 inches tall, and have often wondered if I would be more successful if I was a full 6 feet or
Better Sales Plans Create Better Sales Results
The fourth quarter of the business year is about planning. Unfortunately, I consistently see too many businesses that fail to have any written Sales Plan
Are You a Talent, or Are You Talented?
As an Outsourced VP of Sales for a new client, I recently spent a day traveling with one of my sales people, whom my client
“Find the Right Lid”
It’s July and your company is calculating its mid-year financial results. For many companies, whether you will hit your 2016 revenue budget has possibly been
