Over the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.”
Anyone who has ever been in a sales position has received a “no” in their career – most likely more than they would like – it comes with the job. But, it is what you do with the “no” that separates the best from the rest. Diagnosing where you may have gone wrong in the sales process can help to minimize making the same mistake in the future.
Everyone wants a piece of the "big cheese"… the "head-honcho," the "main man" or "main woman," or otherwise known as the decision maker. Often, the lone source of the YES to the solutions you sell, connecting with the elusive decision maker can be mission impossible and derail a sale before it gets started.
It is more important than ever before that sales organizations focus increased attention on emotional intelligence. As a sales performance company focused on 
If someone has the “gift of gab” they're often told that they should go into sales. Which often, just gives salespeople a bad name. Think about it. None of us like the salesperson who just keeps talking. The one that knows everything and is willing to tell us every detail. Are you talking about something the other person expressed interest in?
Sales managers know that if they want salespeople to have a healthy sales pipeline, they need to have a balance between proactive, upstream sales activities, and reactive, day-to-day tasks.
Shifts in consumer behavior over the last 20 years demand that businesses use multiple platforms to reach consumers. As a result, most media organizations today understand the importance of selling Integrated Solutions – just take a look at all of the capabilities that they have to offer a business to help them achieve their desired business results!
