Coaches Corner


Creating Value for Clients

All of us at one time or another have been asked to state our philosophy, whether it be on leadership, management, politics, or something else. I am sure that if I asked anyone of you to state your philosophy on “anything” that you would be able to write something in a relatively short period of time.  So where does our philosophy come from? 

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Transform Salespeople to Business People

For years I have been listening, reading, and hearing about our industry’s sales transformation — heck, I think I have even written a few articles on the subject. The sales transformation we were talking about was making the shift from selling hardware (commodity) to selling a service (annuity).

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Sales Help - A CONVERSATION AROUND SECURITY

In almost all my daily conversations with clients, the topics of security or mitigating risk seem to be at the forefront of their minds. Companies and individuals seem to be a daily target, and why not? If you look at today’s trends it’s easy to understand the motivation of the criminal and the vulnerability of the company or individual.

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THREE KEYS TO HELP TURN IT INTO A BUSINESS CONVERSATION

t the very core of the digital transformation is that IT is now being looked at as a strategic asset and not a cost center. IT services are now being discussed as a critical component of business processes that build revenue and create competitive advantages.

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ARE YOU RELEVANT?

The more I get our reps to focus a conversation with potential or existing clients around what is impacting their business, the more relevant we become.

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Basic Sales Skills - Speaking

While listening is by far the most important communications (and selling) tool of a Salesperson, he/she, must also be proficient as a speaker.

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