3 minUnlocking the Power of Open-Ended QuestionsToo many times we see sales people solely ask closed-ended questions. Questions that provide the prospect or customer an easy-way out by...
2 minWhy it's crucial to have documented sales & sales leader competencies & capabilities There are many reasons why a business should have clearly defined and documented competencies & capabilities for sales individuals, sales...
2 minLeading the Decision JourneyNavigating and leading the decision journey for customers in a multi-layered and complex deal can be challenging for any business....
4 minGet rid of the left-hand side of your bell-curve As a seasoned sales leader with over 30 years of experience, I have learned that being a great sales leader is more than just about...