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Jason McKarge

As a Vice President of Visualize, Jason helps organizations improve business metrics by creating a better connection with their customer’s definition of value. Following a successful career in sales and sales leadership, Jason has rejoined Visualize and now focuses on refining his client’s selling approach to differentiate; to drive increased revenues, market share and profitability.
Why Do Some Sales Methodology Projects Fail?

Why Do Some Sales Methodology Projects Fail?

One of the unfortunate truths about training methodologies is that many of them just don’t stick or they fail to deliver on expected outcomes. Sales Methodologies fail for 4 primary reasons: complexity, lack of reinforcement, lack of measurement, and lack of...

Is your deal at risk? Ask these 5 questions to find out.

Is your deal at risk? Ask these 5 questions to find out.

It’s that time of year…quarter close and, in many cases, fiscal year close.  There’s nothing like it to turn up the anxiety for sales professionals.  Each year there are many articles written on how to close the quarter strong. There’s no magic, and I don’t have any...

It’s Not About You…It’s About Your Customer

It’s Not About You…It’s About Your Customer

It’s not about you…really! I’m sure you’ve heard it said in many different ways: “You were given 2 ears and 1 mouth…use them proportionately” “You never learn anything by talking” “Most people listen with the intent to respond…not with the intent to understand” So, we...

To Pitch or not to Pitch?  That is the Question.

To Pitch or not to Pitch? That is the Question.

The question of whether to teach salespeople a product pitch, or not, comes up consistently, especially in technology and software sales.  In fact, many organizations start training new hires with standard product pitches and even have competitions to see who has the...

Difference versus a “Differentiator”

Difference versus a “Differentiator”

When does a “difference” become a “differentiator”?  Typically, a marketing or product marketing team provides a list of differentiators to the sales organization. Sales reps then take that list and trot it out to customers and prospects.  But, are lists like these...

Negotiation isn’t About Price…it’s About Value

Negotiation isn’t About Price…it’s About Value

When does negotiation start in an opportunity?  The most common response is “in procurement.”  Is that true?  How about “negotiation starts whenever something of value is requested”?  How about “negotiation starts at the beginning”? There are  hundreds of books on the...