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 …
Peak Performance for Sales People
Learning & Development Insights from the Trenches
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 »
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 …
The Human Gene & Artificial Intelligence in Sales Read More »
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 …
Is Your Sales Process Too Complicated?
Is your sales process too complicated? How would you know? Do you have too many steps? Too many tools? Too many templates? The easiest way to know if your sales process is …
Finishing Strong!
As 2019 comes to a close, many sales managers find themselves under pressure to hit their annual targets. That pressure usually cascades down to sales reps, and ultimately, to prospects …
Keynote at SAMA
I am excited about the opportunity share my ideas about strategic account management at the Strategic Account Management Association’s Annual Conference (May 20-22) in Orlando, Florida. It is the largest …
Covering the Economic Buyer
What’s wrong with this scenario?: A hot lead comes in through your website. It’s assigned to a sales rep who follows up immediately. A meeting is scheduled, and after the …
6 Attributes of a Successful Key Account Manager
Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work. The hunter mindset, based on nomadic societies, suffered from a short attention span …
6 Attributes of a Successful Key Account Manager Read More »
