Post COVID Selling..What’s Next?

Post COVID Selling..What’s Next?

How Healthy Is Your Sales Model? In the wake of the coronavirus’s unprecedented impact, our clients are repeatedly asking two questions. What is the long-term impact on my business? How can we position ourselves to emerge from the crisis with a competitive advantage...
Six Sales Questions for CEOs

Six Sales Questions for CEOs

We are only a month or so into the new year…and a new decade. Leaders everywhere are universally optimistic.  Should they be? Is your optimism justified? Fast forward 12 months.  What’s different? Will you have achieved your sales objectives? The research is clear, an...

I’ll Send an Email

“The single biggest problem in communication is the illusion that has taken place.”  George Bernard Shaw During a recent coaching session for a large client, the room was filled with salespeople of various levels of experience and industry knowledge. Some of the...
Closing is Overrated

Closing is Overrated

Sales leaders are obsessed with closing.  Even movies elevate closing to a mythical status.  We’ve all heard the line, and maybe even implored our salespeople to, “Always be closing” (Alec Baldwin in Glengarry Glen Ross). The “State of Inbound 2018” report, which...