Are Your Reps A Selling “Triple Threat?”
August 10, 2018
In show business, the classic “triple threat” is a multi-talented performer who can act, dance and sing at world-class levels. In sales, there’s also… Read more
Research Preview: To Add “Friction” to Sales Calls, Or Not?
July 26, 2018
At a time when 61% of respondents conduct at least half of their meetings over the phone on on the web (and 38% conduct… Read more
Value Delivery Tips for Successful “Virtual” Sales Calls
July 19, 2018
In the 60s and 70s, the Bell phone system had a catchy commercial slogan I remember to this day: “Long distance. It’s the next… Read more
Make Executive Conversations More Insightful With This 20-minute Cheat Sheet
July 18, 2018
Establishing a discipline of properly preparing for executive conversations is a critical first step in delivering value to your clients.
The “Other” Marketing Science
June 27, 2018
Being the VP of Marketing for a marketing and sales messaging and skills organization is not always easy. My team and I are well… Read more
From Offline to Online to Inline Learning
May 31, 2018
Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on calendar-based interest and… Read more
Do Botanists, Bakers and Farmers Know More About Revenue Than You?
May 7, 2018
Complex sales processes are often created out of pure necessity. Think about these three things: a Honeycrisp apple, a cronut and a mule. Each… Read more
What’s the Best Approach for Upselling Customers to Upgraded Solutions?
April 20, 2018
“But how do we sell in this situation?” Research has a way of begetting more research. As soon as we conduct a study that… Read more
How to Up-Skill Medical Device Sales Reps: Carpets vs. Clinics (Part 2)
April 3, 2018
In the previous post, you learned about the hypothetical Sarah, an experienced medical device sales rep who has run into trouble closing deals. Seismic… Read more
New Directions for Medical Device Sales Reps: Carpets vs. Clinics (Part 1)
April 3, 2018
Sarah can’t close enough deals to meet her goals. A medical device salesperson with a history of exceeding her quota, she has plenty of… Read more
