Evolution of Teams – The 5 Stages of Team Evolution
“Teams” and “teamwork” evoke familiar images, and, often, fond memories. But being clear on the stages of team evolution, and...
Sales School 2.0
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Calling High Part 2 – Risk or the Perception of Risk
Other buying influences have real reasons—legitimate reasons—for trying to keep you at their level during discovery. It’s important to know...
Calling High Part 1 – My Big Fat Greek Wedding
This video deals with how to get the attention of an executive, what she/he is focused upon, and what to...
5 Keys to Effective Coaching – Sales Managers and Meaningful Sales Coaching
Coaching is getting a lot of attention and Sales Managers are supposed to be doing it. But how much direction...
Sales Math Impact of Discounting – The Impact of Discounting on a Company’s Overall Profitability
The “lever” Sellers are quickest to reach for when confronted by a buyer’s resistance, sometimes ever before encountering any resistance,...
Sales Math Pipeline Principles – Sales Value, Sales Volume, Sales Velocity
This video introduces the “3 V’s” of Pipeline Principles: Value, Volume and Velocity. Each is explained in simple, straightforward terms...
Sales Math Time – How We Encounter Time Effectively and Efficiently in Sales
This video asks a simple question to illustrate how poorly people conceptualize time; or more accurately, the passage of time....
Win/Win Part 3 – How to Make Win/Win Operational in Sales
How to make Win/Win operational. It’s easy looking back to see how and when a business relationship went badly. But...
Win/Win Part 2 – Four Rules for Playing Win/Win in Sales
Four rules for playing Win/Win. Win/Win is NOT “Mr. Nice Guy,” or “Goody Two Shoes.” Win/Win is a model for...
Win/Win Part 1 – The Most Important Part of Selling – Creating Relationships
Introduction to Win/Win, the most essential concept to long-term business success. However, Win/Win is such a common term it has...