Click here to see the popular mini-buk:  The Top Ten Reasons Sales Professionals Fail on the Phone...

As a decades-long, award-winning sales professional in the ultra-competitive technology sector, Kevin Graham has experienced countless webinars. Please enjoy these tips to ensure your next online event exceeds expectations. 1) Promotion and placement. If a tree falls in the woods? You may have high-value, differentiated, compelling and relevant content, but if there’s no one...

  As sales leaders, we tend to walk alone. Sure, we have our teams in-tow, and we do our best to march in cadence with marketing… but let’s face it: it can be a lonely world driving sales success across an aggressive team of type A personalities. If you’re a sales leader, you are...

The Challenger Sale represents the best new sales material out in decades. Access is one of the biggest issues facing sales professionals today. Sourcing contacts is not necessarily difficult, but getting their attention or engaging them in progressive dialogue is tougher than ever. Prospects no longer tolerate unprepared sellers, as it has become very rare...

Effectively selling to the enterprise is not for the faint of heart, as many large transactions have multiple near-death experiences along the journey to “done deal” status. And just because a deal gets “done,” does NOT mean that the SELLING is complete. In many enterprise investments, over-determining change and realizing user adoption of new systems...