The voice inside your head says it's time to ask for the sale. Do you freeze? Or do you flow naturally into a flawlessly amazing go-to closing question? Read Post

If you deal much with government agencies or larger companies, you probably know that when they’re given a yearly budget, they tend to spend the entire amount. This is because if they don’t, the following year they’ll get less of a budget. For example, if a government department is given a budget of $1 million ... Read Post

Productivity is not governed by chance or random activity; rather it is influenced by the strategy you have for your day. No strategy and discipline = low productivity. These 5 strategic elements will ensure your productivity stays high and that you will stand-out from others. 1. Spend 30 minutes revisiting the strategic plan of your ... Read Post

A multi-tool for coaching to and managing the sales process Today’s CRM is like a Swiss Army knife. The multi-tool is useful for just about any task, trade, or adventure. In the sales environment, CRMs can extract data from every kind of interaction with customers and prospects, providing sellers and their managers with useful and ... Read Post

Your company go-to-market strategy is the key driver of your business. For that reason it needs to be easily understood by both employees and target customers–hence it needs to be simple. It informs your positioning, messaging, marketing and how you sell. It actually informs which opportunities you pursue. A go-to-market strategy that has been well ... Read Post

Today we are seeing an increasing amount of news and commentary about the necessity for artificial intelligence (AI) to intervene in or perhaps even replace live human interaction in areas such as sales and customer service. I beg to differ with such assessments–but not for reasons of “man versus machine” or other such cliches. My ... Read Post

“A demonstration is one of your best sales tools if you have a high-quality product. It helps get a prospect interested and excited about your solution, and is also an effective way to address the prospect’s specific product-related concerns.” – Neil Kokemuller When it comes to demos, having an action plan is crucial in order ... Read Post

Despite what various social media and content marketing experts and “influencers” want you to believe, the fact is that email is still what brings home the bacon. This is not saying that social media and content marketing do not have their place in the modern world of business. This is simply stating a fact – ... Read Post