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 […]
Winning With Internal Stakeholders Read More »
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
Struggling With Procurement? Read More »
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
What’s Better? Virtual or In-Person Meetings? Read More »
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
We All Want To Be Heroes Read More »
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
The Importance of Quantifying Value Read More »
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
Rally Around Your Clients’ Goals! Read More »
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
Action is a Function of Belief! Read More »
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
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