When you hear the word negotiation, what comes to mind?It likely conjures images of your CRM, a ring light shining in your eyes, a giant cup of cold brew and a computer monitor covered in sticky notes
The Value of Thinking Like an Executive
As many of you know, our headquarters is in Southern California — an area famed for its breathtaking coastline, beautiful beaches, fantastic restaurants and traffic, lots of it.Last week on my drive to the office, I ended u...
Creating Anxiety Without Going Over the Edge
The pressure on Olympic athletes is staggering.One false start can send a sprinter or hurdler home
O-P-C: The Framework for Asking Thoughtful Questions
Pitchverb; gerund or present participle: pitchingto throw or fling roughly or casually."He crumpled the can and threw it into the alley
The First Step to Selling Higher: Be Real
When it comes to digital experiences, B2B buyers are drifting through a sea of sameness.In his opening keynote for the recent Gartner CSO & Sales Leader Conference, Brent Adamson shared a shocking statistic: 64% of B2B buyers...
Busy Sellers ≠ Sales Results
Remember the old adage of the elevator sales rep?The long and short of it is this: An elevator company hires a salesperson
Why Your Revenue Pipeline Has Run Dry
It’s time to get back to basics. That means developing the sales prospecting techniques to reliably fill the pipeline with qualified opportunities
2020: What Winning Sales Organizations Did Differently
As you well know, 2020 had a tremendous impact on sales leaders, salespeople, and learning and development professionals. The rapid shift to virtual selling and the collapsing delta between B2B and B2C buying behaviors fundam...
What’s on my mind as we settle into Q1? Renewals.
Renewals, especially when it comes to the “as a service" business model.After all, we’re living in a subscription-based world