sales
How Good Are YOUR Leadership Skills?
3 min read
Great leaders inspire us. They create exciting new visions. They push us to do things we might not have tried before. During times of crisis, they think and act creatively to solve problems. Leaders aren’t just needed in business but in all areas of life: family, friends, neighborhood, social circles etc. Sometimes a leader is […]
Invest In Yourself to Get the Greatest Returns
3 min read
The gift of education is the gift that keeps on giving. Getting your higher education degree is a critical element of success for most professionals these days. But education shouldn’t stop with your college experience. Ongoing training is also necessary to maintain your competitive edge. This is especially true for sales professionals who act as […]
Are You Ready for a Fresh New Start? Take a Step Back for Maximum Impact
3 min read
As summer comes to a close, many of us have kids who are returning to school with shiny new shoes and eager smiles. After a few months off, their minds are ready for the new school year and are open to learning again. Or if you have a high-schooler like me, they may not be […]
Open Your Mind to See More Closed Deals
4 min read
Are you an open minded person sales professional? Most of you reading this will say “Yes, I am open minded” without really thinking through the question. Now more than ever we live in a world that is constantly changing. Keeping an open mind with your customers, prospects and other stakeholders is critical to your ability […]
Smarketing: A Sales & Marketing Love Story
2 min read
Once upon a time, sales and marketing were in love True, Marketing wanted a long-term relationship and Sales only wanted a one-night stand, but it was clear where everyone...
ISVs Moving to the Cloud – New Partners
4 min read
In my previous Cisco Blog post, I discussed the business models an ISV can deploy in moving to the...
Believe in What you Sell: There’s No Faking it
3 min read
Years ago I once read that a sale doesn’t happen until there is a transfer of energy from one party to another party. I believe this to be 100 percent true. Your customer won’t buy from you unless they believe they or their company is going to benefit in some way.
Thermalizing and Dollarizing: Building Your Protective Sales Bubble
3 min read
Landing the first deal is just the beginning of the customer journey. Many sales professionals make the mistake of closing and immediately moving on to the next opportunity. But once you’ve got your foot in the door of a new account, why abandon your newly found customer credibility when it can be leveraged to uncover additional business there?
What is Your Credibility Factor? Earn the Right to Say “No” and Win the Business
4 min read
If you’ve had sustained success as a sales person, you can probably look back at your career and pinpoint one or two defining moments that moved you to the next level of credibility with your customers. These moments are different for everyone.
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