Perseverance, Resiliency and Revenues

Perseverance, Resiliency and Revenues

A few years ago, I was talking to a successful colleague who also is in the sales training business. Pete had just returned from an appointment where the purpose was to close a $100K deal. Upon arriving at the company, his supposed-to-be new client apologized and said...
The Power of Stories and Sales Leadership

The Power of Stories and Sales Leadership

We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power–when it is applied.” We don’t lack for information in a world with too much of it. What I see happening is the inability to apply the information. Sometimes...
The Sale Happens In The Follow-Up

The Sale Happens In The Follow-Up

5 Things You Need To Know Have you ever had that sales call? That sales call that goes so well. The client is great, and the conversation flows. Their challenges are made for your products and services, and the solutions you offer are just what they need. Budget is no...
Epic Sales Presentation Failures

Epic Sales Presentation Failures

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...