IBM has a long history of being one of the best sales organizations in the world, and the IBM Global Sales School (a mandate for all new sellers) is truly world class. It is an honor to represent IBM as an ECM Specialist, as part of the Software Group’s Industry Solutions business unit; this...

Regardless of your personal faith, it’s hard to deny that life evolves and grows forward.Coal turns into diamonds and species all around us are constantly transforming, albeit a very slow process. But wait, things are picking up steam. This post veers from sales success slightly to address the rapid transformation taking shape in the world around...

Selling into organizations with a lot of institutional knowledge can be difficult. Constantly running into the “we’ve always done it that way” objection can frustrate even the most savvy of sales professional. I once heard an analogy of institutional knowledge that I think helps shed some light on the absurdity of it all. Imagine...

As a sales training and consulting company, we work with organizations to improve sales effectiveness – ultimately resulting in more revenue, deeper penetration of accounts and sales success. There’s two expressions that I think relate to sales challenges: 1) “The devil’s always in the detail…” meaning that you really have to pull the onion...

Sales training comes in many forms and one of the absolute best programs is offered by Toastmasters International. Granted, Toastmasters is not a “sales training” organization. Their motto: where leaders are made. Toastmasters is the world’s leading program for developing thinking, listening and speaking skills. Given the competitive workforce of today, good communication skills...