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How not to sound like a rookie

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...

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...

Forecasting calls waste time

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 the forecasting calls is "weighing the pig” or “priming the sunshine pump.” We spend a tremendous amount...

Classics Never Really Get Old

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...

Avoiding the Trap of Overconfidence

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,...

The Power of Incremental Improvements

We at Visualize spend a lot of time working with individual contributors who have one major concern as it pertains to building a sustainable ‘practice.’ How do I improve every day and make my way towards becoming unconsciously competent? To translate, how do I build...