One of the responsibilities of leaders is to help their teams not only plan for the future but anticipate it. We spend a great deal […]
Motion vs. Movement in the New Era of Selling
We all want to have strong sales leadership coaching, land key accounts, and close more sales. But what path is your company and sales team […]
3 Sales Management Skills Necessary in Life After the Death of Selling
Last week I shared how sales management has changed. Today I am sharing the top three skills sales managers need to succeed in this new […]
Mindset, Mechanics and Magic
Recently, I met with Bill Caskey, a friend and colleague in sales performance development, caskeyone.com. We were talking about what makes for remarkable sales performers. […]
The Oddsmaker – What’s Your Chance of Winning?
Vegas has its oddsmakers. These experts evaluate all sorts of data to determine the likely outcome of some event- usually a competitive sporting event. All […]
Selling the Invisible
It is hard for anyone to feel deterioration or appreciate prevention. You can only really feel relief or crisis. If you sell qualities such as […]
How to Close the Biggest Deals
There are seven key factors that change in scale in a “big deal.” Here’s how to identify them–and then take the necessary steps to land […]
How the Super Bowl and Landing Big Deals Differ
Check out today’s blog on MoneyWatch! Here’s what’s NOT the same between the Super Bowl and landing big deals…
Fear and loathing: Why the AT&T deal fell through
Check out today’s blog on CBS MoneyWatch – what we can learn and apply to our own big deals having watched the AT&T fall through.