Engaging Internal Stakeholders in Strategic Accounts Introduction: No one questions the critical importance of effective stakeholder engagement in managing strategic accounts. However, the critical importance of internal stakeholders is often …
You know how valuable your solutions are. You know how they will save your clients time and money and/or help them become more profitable. Unfortunately, Procurement doesn’t! They just want …
Has the pandemic dramatically changed the way you work and interact with your customers? You’re not alone! The painful shift from in-person meetings to virtual ones has been a major adaptation …
We All Want to Be Heroes Your brain is a storyteller. So is mine. The reason is the brain’s primary objective is to keep us alive. In order to do …
The Importance of Quantifying Value As the economy softens, customers become more concerned about the value of each dollar they spend. Consequently, salespeople must be able to demonstrate the value …
As a sales professional, it’s easy to get caught up in the hustle and bustle of meeting quotas and closing deals. But as we enter the new year, it’s important …
Kat McQuade is an expert in Learning and Development. In this interview, she shares great insights from her years of experience. If you’re interested in changing the beliefs and behaviours …
Learning & Development Insights from the Trenches Read More »
Adrian was invited, along with other top experts in their fields, to discuss the evolution of Artificial Intelligence as it relates to sales and how the human element needs to …
The Human Gene & Artificial Intelligence in Sales Read More »
How your sales team performs now and how your customers perform now is a function of what they believe. One of the most important things you can do right now …
Harvey Dunham: Adrian, maybe the way to start this is that I’d love to give you a little perspective of why your article so captured our attention right away. You have …
Whetstone helps chief executives and sales leaders win, keep and grow key accounts.
