Struggling With Procurement?
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 …
Sales Strategy
What’s Better? Virtual or In-Person Meetings?
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 …
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! …
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 …
Invest in your Sales Team!
I met Matt Critchell when I delivered a workshop for the Canadian Sales Professional Association (CPSA). Shortly after that, he contracted me to do some skills development for his sales …
11-Year-Old Lands Dream Client!
He’s 11, A Business Owner And Just Landed The World’s Most Famous Client Lessons from an 11-year old boy. I love this story that appeared on NPR. It’s about 11-year old Frank …
3 Reasons Why Your Sales Enablement Efforts Fail
Sales leaders are driving significant change in how their sales people go to market. Much of this change is labeled, “Sales Enablement”. The focus is on automating the sales process …
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Selling Capital Equipment
Selling complex and expensive capital equipment is difficult. The techniques that used to work in the past no longer work. How should you think about the level of business acumen …