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Do You Need Sales Enablement or Sales Training?

What’s all the buzz about Sales Enablement these days? Is this just a trendy term used for Sales Training, Sales Development, or Sales Effectiveness? Aren’t they all the same? Possibly, yet for many industries they are not. For example, Sales Training has typically been a separate function for many companies focused on the teachings of […] Read More

Just Get To The Point!

“What time is it?” Some would say there are two types of people in this world (we will call then Type A and Type B). Type A’s are those who would respond to this question by simply saying, “2:30”, for example, while Type B’s  would respond by telling you how to build a watch before they […] Read More

Headlines: GCT Client Achieves INC. 2014 List of 500 Fastest Growing Private Companies

Situation – GCT Client, MobileHelp, the leader in M-PERS (mobile-personal emergency response system) technology shows tremendous growth, makes the INC. 500 Fastest Growing Private Companies List!  August 20th, 2014:  MobileHelp’s CEO Ron Flippo, “I am very excited to announce that MobileHelp was named to the Inc 500 fastest growing private companies.  Our overall rank is #111 […] Read More

Change Your Sales Game Plan or Get What You Get!

Hello everyone, You all have heard it before…Albert Einstein once said “The definition of insanity is doing the same thing over and over again and expecting different results”. Think about this quote for just a second and ask yourself, does this apply to the way I manage my sales territory or current book of business? Are […] Read More

A New Buyer Has Arrived

Hello everyone, Are you finding the need to update your contact list more often these days? One of the many challenges sales professionals are facing in this sluggish economy is finding out that their main contact is no longer working at their prospective or customer’s business. This is becoming a very common occurrence. When this does happen,  the real questions are: Were you […] Read More

Become a 3 Dimensional Leader

Hello Everyone, Leaders have never been more challenged and tested than what we are seeing today. Keeping your team focused, motivated, engaged and productive when in many situations they are doing the job of two or three people. In many cases, pay increases and corporate incentives have dwindled and in some organizations promotions and opportunities […] Read More

An Account Stress Test

Hello everyone, This article focused on the importance of doing a “Stress Test” for your most valued customers or Strategic Accounts. While most of us do account business reviews on a regular basis, it would be wise under the current economic condition to do a more rigorous assessment of the overall viability of the current customer […] Read More

Sharing of the Risk

Hello everyone, As many of us know, being Consultative with our clients means listening, solving problems and making recommendations that will impact a customer’s business. A more formal definition would be: Consultative Selling focuses on profit improvement. It requires selling at the executive level to those who are concerned and responsible for the profitability of […] Read More