How to Increase Sales: Record Yourself to Record Performance
January 31, 2018
You may not be a golfer, but you know an awkward swing when you see one. You’ve probably never acted in a movie, but… Read more
Why Virtual Training Needs a Rethink
January 16, 2018
Training connoisseurs are pretty consistent when listing the pros and cons of virtual classroom training and onsite learning options. Here’s a simplified version of… Read more
Answering the “Why Now” Question
December 12, 2017
A sales rep at a medical equipment company recently told me he lost a deal for an MRI machine, not to another MRI competitor,… Read more
Sales Strategy: What’s Most Effective? A Great Message!
November 24, 2017
When you think about it, an effective sales strategy is all about making sure that your reps hit their quota, right? Consider the following… Read more
How You Should be Whiteboarding
November 16, 2017
Ever since the book “Back of the Napkin” became popular, there has been a movement toward bringing hieroglyphics back to interpersonal communications. Whiteboard selling is… Read more
Is Your Sales Kick-off “In Context”?
November 16, 2017
Getting your sales team fired up and ready to win is the goal of every sales kick-off. Why, then, does it seem like every… Read more
Why You Should be Whiteboarding
November 10, 2017
We’ve all heard the term “Death by PowerPoint.” This has become a common way to describe the lack of interactivity and boredom engendered by… Read more
What Gets Executive Buyers To Act Now?
November 3, 2017
Stalled proposals and lost deals are arguably a value communication problem—one that stems from an inability to understand how to sell to c level… Read more
Products vs. Services: What Drives Success in a Subscription Economy?
October 31, 2017
Selling renewable services requires a dramatically different mentality than selling products. In today’s subscription-minded economy, you’re increasingly likely to find yourself in customer renewal… Read more
“Why Now?” What’s the Best Message For Getting Executive Buyers to Purchase Now?
October 2, 2017
Last year, I helped design a Corporate Visions study that dispelled a big, longstanding myth about executive buyers—which is that they’re strictly analytical or… Read more
