by Lisa D. Magnuson | Jul 12, 2019 | Sales
When I say sales presentation, I don’t just mean any sales presentation. This is the big one. Maybe you’re one of three finalists for a 5X deal (i.e. five times larger than your average deal size). Perhaps retaining your largest customer depends on your ability to... 
by Lisa D. Magnuson | Apr 12, 2019 | Sales
The 48-Hour Rule™ Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely... 
by Lisa D. Magnuson | Jan 24, 2019 | Sales
It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event. The agenda content should serve to kick-start sales for the year. Easy, peasy – right? Not so... 
by Lisa D. Magnuson | Jan 6, 2019 | Sales
Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can... 
by Lisa D. Magnuson | Dec 15, 2018 | Sales
Twas the Night Before Forecasts* Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those calls; Prospect lists were hung by the computer with care, In hopes that some orders would soon be there; Anxious Managers... 
