by Carlos Nouche | Mar 19, 2019 | Blog
Over my past 10 years of facilitating sales workshops around the world, I’ve noticed a pattern. One in which some, if not most, sales professionals make statements such as, “I have been through something just like this before” or, “this is simply a refresher for me,...
by David Byck | Mar 19, 2019 | Blog
We at Visualize spend a lot of time working with individual contributors who have one major concern as it pertains to building a sustainable ‘practice.’ How do I improve every day and make my way towards becoming unconsciously competent? To translate, how do I build...
by Gerard Baglieri | Mar 19, 2019 | Blog
Working with salespeople around the world, I often see well-meaning professionals who simply lack direction. Don’t get me wrong, their intentions are good and, in many cases, they work hard. They prospect, pitch product, fulfill customer requests, create...
by Jason McKarge | Mar 19, 2019 | Blog
When does negotiation start in an opportunity? The most common response is “in procurement.” Is that true? How about “negotiation starts whenever something of value is requested”? How about “negotiation starts at the beginning”? There are hundreds of books on the...
by Doug Von Koenig | Mar 19, 2019 | Blog
You’re smoothly working your sales cycle, teaching your prospective client how your solutions will become the best way for them to solve their problems, and all of a sudden they ask you for the price. Happens too often right? They’re asking a question you have to...
by The Visualize Team | Mar 7, 2019 | Client Success
Visualize was honored with four Stevie Awards for Sales & Customer Service including a Gold Stevie award for Sales Consulting Practice of the Year. The Stevie Awards for Sales & Customer Service are the world’s top honors for customer service, contact...
by The Visualize Team | Feb 27, 2019 | Blog, Client Success
Visualize would like to congratulate clients Adaptive Insights, Evergage, Pure Storage, and ServiceNow on being honored at the 13th Annual Stevie® Awards for Sales & Customer Service. The awards were presented to honorees during a gala banquet on Friday, February...
by Scott Anschuetz | Nov 5, 2018 | Blog
“I am not in sales.” That was the gist of a recent response I received when working with a customer of ours. I was doing a follow up to a leadership workshop and some one-on-one coaching. In our conversation, she was truly convinced that, in her role as a Partner...
by Doug Von Koenig | Nov 5, 2018 | Blog
Often times, we think that because we offer some unique capabilities for the marketplace, that we are differentiated. This is almost always not the case. Offering something unique, aka being different, has absolutely zero value to potential clients. Zero, nada,...
by David Byck | Nov 5, 2018 | Blog
Funny little things set me to thinking. And usually about all things sales, or refereeing, or golfing, but, in this instance, it was sales… and sales process in particular. Recently, I was arriving in Bangalore for a session with a group of new hires. In any country...
