Visualize resources

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 study...

In my experience the most successful salespeople are those who do these two things consistently well: they help their clients learn about their solutions by asking a lot of questions; and they help their clients learn by telling great stories.  This is the polar...

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...

We all recognize how important forecasting calls are.  Without them, how can we successfully call the number? The challenge is that most often, the time spent on forecasting calls is "weighing the pig” or “priming the sunshine pump.” We spend a tremendous amount of...

Depending upon your interests, there are some ‘classics’ that everyone enjoys. If you’re into cars it might be the GT 500R Shelby Mustang. If music is your thing perhaps yours is Exile on Main Street by The Stones. Or it could be Casablanca if you’re a movie buff. For...

Over my past 10 years of facilitating sales workshops around the world, I’ve noticed a pattern.  One in which some, if not most, sales professionals make statements such as, “I have been through something just like this before” or, “this is simply a refresher for me,...