Question: How Can Win Themes™ Improve My Win Rates? Answer: Win themes™ are a great way for sellers to improve their sales conversations. Win themes™

Salespeople ask many great questions during meetings with prospects.They ask probing onesabout their prospect’s pain and uncover their prospect’s short-term and long-term goals. However, the

Shockingly and sadly, I see the ‘Re-active’ approach all the time. How can this be when your largest customers are providing the lion’s share of

I heard this phrase from Jimmy, one of my favorite clients. He was a top producer in financial printing sales and decided to change careers,

Would you buy a hat that doesn’t fit even if it was cheaper? Many salespeople try. Last fall, I traveled to Eastern Europe with a

Quotas aren’t being met and sales performance overall is lagging every quarter. Moral is atrocious, and no one seems to have any answers. You look

Many sales pros and business owners tell me “networking” is how they fill their pipeline with leads and opportunities. I rarely believe them. Networking can

The Top Sales World European Sales Enablement Summit is a top-quality event in London on October 4th. It has four women keynote speakers talking about

New sales people today are so lucky that it makes me envious. They’re given an accessible abundance of training, documented success stories, automated tools, and

If you could follow around a group of outstanding salespeople and presenters with a camera over a long period of time, you would discover practices