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 …
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 …
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 …
Due to the Coronavirus pandemic, many conferences have been postponed or cancelled. As a result, my clients have asked if I can deliver training remotely. You asked and we’ve delivered! …
Every sales professional is being impacted in some way by the global pandemic of the Coronavirus. The full extent of its impact on the global economy will not be understood …
Think of your best customers. You enjoy working with them and they enjoy working with you. Now ask yourself – are you over-servicing them? Over-servicing is a condition that afflicts …
There are two often overlooked sources of significant additional revenue. Both come from innovation. The first overlooked source of additional revenue is innovation that comes from your existing customers. Every …
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