The New Logic of High Impact Selling

Are you struggling to accelerate sales cycles and meet your sales objectives? Maybe it’s because your people aren’t reaching enough senior decision makers. You may even be pressing your people to sell higher. You may be frustrated by their tendency to...

What it Takes to Win the Complex Sale

Want to win more deals? Maybe it’s time to invest in new marketing and sales messages.  Smart messaging should position your sales people as trusted authorities in the eyes of their prospects. Messaging assets — whether they are oriented to demand...

Go Negative or Go Nowhere

Sales people tend to be inveterate optimists. They prefer to paint visions of a bright, shining, speculative future — where everyone's happy and the results are just fabulous.  Unfortunately, this kind of approach never really gets the buyer in the...