Director, Strategic Sales Excellence

The Keys to Shortening Your Sales Cycle

For cash-starved companies dealing with the lingering impact of the COVID-19 pandemic, new deals can’t be closed fast...

Waiting for the new normal, next normal, or whatever the post-COVID markets may look like once they stabilize, is not...

For those companies that produce cloth face coverings and hand sanitizer, congratulations. By no fault of your own,...

When the COVID-19 pandemic swept the world with its full fury, it quickly became evident that empathy would rule the...

Science tells us that the “smell” of fear is real. Secreted by pheromones that are triggered by the fight or flight...

For a workforce that is used to earning more immediate dividends on their work, most sales professionals have been...

There was a time, not long ago, where sales managers extolled the virtues of the “elevator pitch” – a standard value...

Change, for the win: Consultative Selling Habits Many creatures of the forest, as we learned in grade school, tend to...

Winning Larger Accounts: A Big Fish Story Fishing, it would seem, is not as simple as one would think. Sure, you could...

Effective sales training is a critical component of sales success, whether your team is full of seasoned...