Being likable vs. needing to be liked
I have a friend, who for the purposes of this article, we will call Tim. Which is good because that’s his name and anybody who knows Tim will hopefully see him in this article. Tim has never been in sales per se, and he would suggest that he would be a horrible...Sales and Politics – strange bedfellows or twins separated at birth?
A few weeks back, just after dinner, my wife and I decided to take the dog for a walk. It was actually my idea for a change because we were still on European time after a business trip and my fear was that I would have been asleep on the couch by 7:00 p.m. Truth be...
Happy Ears
How many times have you translated positive feedback into a buying sign and convinced yourself that you are in a favorable situation only to find out later that you were wrong or maybe just overly optimistic? Guilty! Maybe during that initial discussion, the prospect...
Visualize’s Jason McKarge Name One of Training Magazines 2021 Emerging Training Leaders!
Please join us in congratulating Jason McKarge for being named as one of Training Magazine’s 2021 Emerging Training Leaders!
What is value selling?
The term “value selling” and similar variations like “value-based selling” have become commonplace. These terms simply imply that we sell on value rather than features, benefits, or price. The generic terminology covers many different sales...
Do This Today to See Better Results Tomorrow
I was recently asked, “What is the one thing that moves the needle the quickest to obtain increased sales results?”. This question got me thinking, and I realized that my answer would be the same regardless of the type of result I was trying to achieve. My answer is...
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...
Celebrating a Year of Hard Work and Client Success
Earlier this year, we were honored as the Gold Stevie Winner for Sales Consulting Practice of the Year. This award is a huge honor for our entire team! More importantly though, is the reward of knowing that our success is driven by the success of our clients. For this...