Leveraging Technology – Our New Normal

Last week’s activities for me included several virtual meetings and a training workshop for (27) new associates, scattered across Asia, working from home. Virtual Instructor Led Training (VILT) has been a reasonable option for a very long time; however, our current...
The Power of Self-Discovery

The Power of Self-Discovery

This photograph was taken in 2011 of my son, JW, and me on the day he learned to ride a bike.  It is one of my favorite memories, followed closely by the same moment had with his older siblings 😊. When children are able to master a skill on their own for the very...
50 Days remaining in FY19

50 Days remaining in FY19

The end of 2019 is quickly approaching and if you’re like me, you might be feeling a little pressure regarding prioritization of your time as you close out the year and prepare for 2020. It’s important to understand your customer’s buying cycle. According to a...
Are You Intentional with Your Deals?

Are You Intentional with Your Deals?

Working with salespeople around the world, I often see well-meaning professionals who simply lack direction. Don’t get me wrong, their intentions are good and, in many cases, they work hard.  They prospect, pitch product, fulfill customer requests, create proposals...

Are You Finding Enough Prospects?

At the beginning of the year, we ran a poll asking alumni to share the biggest challenges they expected to face in achieving their professional goals or targets for 2018. A large number of sales reps indicated that finding enough prospects was a leading challenge. 2...

Can Better Forecasting Improve Sales Performance?

This article is co-authored by Gerard Baglieri and Carlos Nouche. If it doesn’t matter who wins or loses, then why do they keep score? – Vince Lombardi If sales is your livelihood, then exceeding your stated quota is your scorecard and primary goal....

What is the Right Amount of Homework?

We have addressed the topic of adequate “homework” before. We’ve all witnessed a sales call where a rep asks ridiculous questions, “so, what does your company do?” This is an obvious and inexcusable lack of preparation. Our natural...

You’re the Quarterback

There is a strong possibility that you may be working a deal with team members who haven’t been through a ValueSelling workshop. I often get this question from my students, “What can I do to make sure that everyone is aligned so that we can execute effectively?”...