by Jason McKarge | Nov 14, 2022 | Blog
Based on industry research and experience working with some of the largest sales organizations in the world, 80% of the success of a change management initiative around sales execution comes down the coaching of the first line sales leaders. As it relates to... 
by Jason McKarge | Aug 11, 2021 | Blog
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... 
by Jason McKarge | Nov 9, 2020 | Blog
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... 
by Jason McKarge | Feb 18, 2020 | Blog
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... 
by Jason McKarge | Dec 17, 2019 | Blog
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... 
by Jason McKarge | Nov 12, 2019 | Blog
We know…really, we do. We have to work with our customers to help them quantify the value of investing in our products or services. We use terms like ROI, TCO, IRR, qualitative, quantitative, and the like, to help define this value. Many times, we have ROI... 
by Jason McKarge | Aug 5, 2019 | Blog
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... 
by Jason McKarge | Mar 19, 2019 | Blog
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... 