Virtual selling may have your team reaching for the panic button – customers are different, technology is changing by the minute, and competition is as stiff as ever. When a marketplace changes so dramatically, sales leadership so too must change/adapt and prepare for sales calls in an entirely different manner.

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Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team.  So why, three months later, is no one using it?!  Here are just a few of the reasons I hear from salespeople: “There’s too much information in it.  It’s not

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Sales Reps hate to role-play. But you knew that, right?  Done well, role-play can be an exceptionally powerful tool in helping sales reps master communication skills and navigate many  changes in products, customers, and competition they continually face.  Unfortunately, approaching it with a gallows-like resolve as most sales reps do,

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