Poll: Top Three Challenges for 2018

As you head into 2018 what do you see as the top 3 challenges you face in achieving your professional goals/targets? Finding enough prospects Differentiating your offerings Connecting to the buying process Connecting to power Knowing if your deals are truly qualified...

Run This 60 Second Test to Ensure Your Deal Will Close

As 2017 draws to a close, salespeople everywhere are focusing on how we can close deals to meet quota or hit accelerators and overachieve. What is the key to achieving these goals? It’s all about qualification! How can you effectively test your deals to ensure they...

Do You O.Y.N. (Own Your Numbers)?

I often hear sales reps and leaders talk about their company and the huge impact it has for its customers. But, when I ask for one measurable example, they stumble. Why is that?  Now, of course, some will come up with a number: ‘X’ savings or ‘Y’ revenue gain. This...

Ability vs Territory

How can we successfully evaluate a sales person’s ability vs. their territory? Why is one rep more productive vs. another, is it their accounts, their patch of dirt, or their abilities? As leaders we can measure our rep’s success by viewing them through a...

Do You Know Your Competitors as Well as They Know You?

“The wise learn many things from their enemies.” — Aristophanes As I speak to companies in all types of industries, I am surprised to discover that some know very little about their competition and how to best position themselves against them. You may think you...