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Top 5 Tips for Reinforcing ValueSelling – For Sales Leaders
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...
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 methodologies and...