The Importance of Quantifying Value
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 …
Customer Relationships
Rally Around Your Clients’ Goals!
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 …
The Human Gene & Artificial Intelligence in Sales
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 …
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Action is a Function of Belief!
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 …
Transcript of Interview between Harvey Dunham, Managing Director – Strategy & Marketing at SAMA, & Adrian Davis
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 …
Virtual Sales Training Workshops
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! …
Coronavirus and the Sales Professional
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 …
Stop Over-Servicing Your Customers!
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 …
Innovation that Drives Revenue
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 …
The Purpose of Strategic Accounts
Why have strategic accounts? To many, the immediate answer is “to generate more revenue!“ In their view, it’s a no brainer. If you manage strategic accounts effectively, you will generate …