Non-Commissioned Salespeople: An Odd Perspective!
Ken Olsen, the inventor of the non-commissioned salespeople, was an American engineer who co-founded Digital Equipment Corporation (DEC) in 1957. He was President until he was forced to resign in …
How to deploy MEDDPICC at your Sales Kick-Off (aka SKO)
Take advantage of the SKO as an opportunity to anchor the long term learning process and deploy MEDDPICC at your SKO.
Keys To Successful Sales Training: 1/ The Role Of The Leadership
In the fast-paced world of sales, where every deal counts and every opportunity is a potential game-changer, mastering the art of effective sales training is non-negotiable. A successful sales training …
It’s The METRICS, Stupid.
In the world of business, decisions are often guided by one underlying principle: return on investment (ROI) , something directly resulting from METRICS. While this may sound like a no-brainer, …
How to use AI to write a MEDDIC email to the Economic Buyer
In this article, I will share a practical case study of using AI to write a MEDDIC email to the Economic Buyer. The case I describe below is a real …
Sales Training & Coaching During Economic Downturn
Sales leaders are usually very aware of the benefits of sales training and coaching in general. However, it’s tempting for them to cut costs wherever possible in times of economic …
Why taking action is important in sales
“You don’t have to be great to start, but you have to start to be great.” – Zig Ziglar Sales is all about taking action and accepting the challenge. If …
Why You Should Celebrate Meddic Sales Wins
Sales are critical to the success of any business. In fact, without sales, there will be no revenue or growth and ultimately complete failure. Celebrating MEDDIC sales wins or MEDDPICC …
Who Leads Your Schedule?
Who is leading your schedule? Not sure? Check on the last ten things you have done today so far, including reading this article. Did you check social media? Did you …
We Are Who We Are Because Of Our Decisions
We are who we are not because of our parents’ status, our place of birth, our education, or even our initial success or failures, but mostly because of the decisions …