Our thinking

Our thinking

How to Use a Subject Matter Expert in a Sales Meeting

How to Use a Subject Matter Expert in a Sales Meeting

Imagine you are an 18 year-old college basketball player and, despite limited playing time during the regular season, you are pulled off the bench and put into the national championship game, with 13 minutes left on the clock and your team down by nine points. If you’re Duke University’s Grayson Allen during the final game Read More
5 Tips on How to Use a C-Level Executive in a Sales Meeting

5 Tips on How to Use a C-Level Executive in a Sales Meeting

Turbocharger. Hear the word and you probably think “robust power source.” Competitive drivers and car manufacturers have used turbochargers for decades to boost engine power and race performance. In the hands of a skilled driver, this extra power can offer a competitive advantage. Putting that power, however, in the hands of someone less skilled or Read More
The 8 Attributes of a Highly Effective Salesperson

The 8 Attributes of a Highly Effective Salesperson

How to be a Successful Salesperson (or Recognize One on Your Team) You may recall that oh-so-70’s TV series called The Six Million Dollar Man, in which a secret government agency rebuilds former astronaut Steve Austin after an accident into a spy with bionic speed, strength, and vision that make him unstoppable. Leaders and sales Read More
Closing: Winning Sales Tips for Closing Effectively

Closing: Winning Sales Tips for Closing Effectively

 Closing: Winning Sales Tips for Closing Effectively As the year rapidly comes to a close, this is a great transition point to reflect on past, present, and future. Among the things that deserve some focus is closing. Whether the close is a client call, meeting, contract renewal or extension, or a new partnership or business Read More
“Challenger” Selling: Courageous Questions Differ from Grenades

“Challenger” Selling: Courageous Questions Differ from Grenades

Challenger® Selling: “Courageous Questions” Differ from “Grenades” Many sales leaders are urging their salespeople to adopt CEB’s Challenger Selling™ model to ask “challenging” questions to have effective sales meetings with prospects and clients. The intent is to be more provocative, create differentiation in a crowded market, provide insight, and hopefully add more value to the conversation. Read More
Cross-Selling Effectively into the Crosswinds of Financial Services

Cross-Selling Effectively into the Crosswinds of Financial Services

Cross-selling Effectively into the Crosswinds of Financial Services It is said that oak trees grow strong in contrary winds. In the crosswinds of deregulation and re-regulation, financial institutions have gotten bigger, more complex, and more attuned to risk. As they turn up the pressure to drive revenue, cross-selling effectively takes on new levels of urgency Read More
For Experts that Sell, A Surprising Key to an Effective Sales Meeting

For Experts that Sell, A Surprising Key to an Effective Sales Meeting

For Experts that Sell, A Surprising Key to an Effective Sales Meeting Experts, circa 2014, sell.  Are you a portfolio manager, consultant, lawyer, investment banker, engineer, architect, or estate planner?  As an expert, you are highly educated and credentialed and have deep industry and subject matter knowledge.  Though not in a typical sales role, you Read More
Leadership Do’s and Dont’s for Maximizing Sales Training ROI: Where Do You Stand?

Leadership Do’s and Dont’s for Maximizing Sales Training ROI: Where Do You Stand?

Leadership Do’s and Don’ts for Maximizing Sales Training ROI: Where do you Stand? In the movie “Father of the Bride,” there is a memorable scene in which the father (George Banks), unsure where to stand during the bouquet throw, misses important moments at his daughter’s wedding. Similarly, many sales leaders confidently invest in sales training Read More
Coaching for Sales Teams: Less Superman, More Clark Kent

Coaching for Sales Teams: Less Superman, More Clark Kent

Coaching for Sales Teams: Less Superman, More Clark Kent You know the picture … mild-mannered sales manager has one-on-one meeting with ordinary sales citizen, they discuss an issue, and WHAM, the sales manager makes a beeline to the phone booth (yes, they still exist) and out comes Superman or Wonder Woman, complete with red cape. Read More
Presence-80% of Success: The Role Presence Plays in “Showing Up” to an Effective Sales Meeting

Presence-80% of Success: The Role Presence Plays in “Showing Up” to an Effective Sales Meeting

Presence: 80% of success -The role presence plays in “showing up” to an effective sales meeting Woody Allen has been quoted as saying that 80% of success is showing up.  The accuracy of the 80% notwithstanding, my focus here is to break down what “showing up” means in the context of an effective sales meeting. Read More

What People Have to Say

Incredible job with the Impactful Investment Review Meeting training. You did a fabulous job engaging my institutional team...even my quiet ones participated. At our staff call yesterday I heard an overwhelmingly positive response...phrases such as "this is the most well put together and valuable training I have ever received," and heard several times about your

– Jennifer Vail – Chief Investment Officer, US Bank Institutional & Corporate Trust