Even with the increase in digital activity, great salespeople still fulfill important functions in lead generation and in having ‘conversions.’ Read Post

In America’s Cup racing, just because someone is a great sailor does not necessarily mean that they will make a great skipper. The skills needed to lead a team of people are not the same as those who can get their foot in the door of multiple clients, listen for opportunities, and overcome objections to ... Read Post

People don’t buy the same way anymore. We’ve had enough of unsolicited and unwanted phone calls, both at home and at work. Likewise, we hate having to comb through hundreds of unsolicited emails. We’re fed up with intrusive social media messages. We’re sick of companies providing poor service, that refuse to treat us with respect, ... Read Post

For most organizations, the sales pipeline is a very important management tool that they use in many different ways. However, it’s Vantage Point’s observation that the various uses of the sales pipeline often are co-mingled in everyday management practice, and we think that there’s value is pulling those uses apart. The clearer you are about ... Read Post

It’s after Thanksgiving and now we’re focused on year end and the holiday season. However, continuing to spread gratitude at work after Thanksgiving can really make a difference. Here’s why. You’ve probably noticed that the small things at work can make or break your day? A kind word or comment of appreciation from a client ... Read Post

“Thanks so much for screwing me around. I enjoyed the customer experience and will support you forever”. Ever had a customer say this after they have been royally abused by your organization and are screaming in your face? You missed the promised delivery time. The product you sold them doesn’t work the way it should. ... Read Post

I had been working in corporate for many years before starting my sales consulting practice back in 2009. For many years, I would go down to Florida to visit my elderly parents and spend some time with them during the holiday season. Many of our customers had been trained (by us!) that the best time ... Read Post

Published by McGraw Hill, this is a must read for any salesperson, sales leader, president or any manager. Author Tim Hurson does a masterful job in leading the reader through the entire mental process of challenging the reader to think better. The sub-title uses the word “Guide” and indeed it is. I folded over 23 ... Read Post