Kevin Graham
Kevin Graham is an author, speaker and expert on empowerment, sales and leadership. As managing director of Empowered Sales Training, Kevin works with organizations to empower sales success. Formerly, Kevin was a top performing sales executive in the ultra competitive technology sector. He's qualified for President's Club status in three Fortune 500 companies, carried the Olympic Torch and played in a national championship.
The Challenger Sale represents the best new sales material out in decades. Access is one of the biggest issues facing sales professionals today. Sourcing contacts is...
Effectively selling to the enterprise is not for the faint of heart, as many large transactions have multiple near-death experiences along the journey to...
Leading an enterprise sales force brings many challenges, and it is important that sellers prioritize their focus upstream. This is a real challenge for...
Regardless of your personal faith, it's hard to deny that life evolves and grows forward.Coal turns into diamonds and species all around us are...
Selling into organizations with a lot of institutional knowledge can be difficult. Constantly running into the "we've always done it that way" objection can...
We've all been there many times. You want to win the customer's business but at some point the customer becomes evasive, non-responsive or otherwise...
There are many great sales organizations. In fact, several leading publications rank them each year, such as Selling Power Magazine's annual list of Best...
Conflict resolution can be a hot topic in today's corporate world. Of course, many speakers and trainers camouflage the topic by referring to it...
Sales training is an important element to sales success. Yet, any sales strategy should be complimented by systems and resources that empower your customers...
Disrupting the current relationship that your prospect has with your competitor can be a challenge. While it's best to take the high road, by...
Sales is a very simple discipline, although few professionals ultimately emerge as true super stars. While some sales cycles are complex (the saying: "this...
As a sales professional, do you work with your key contact within prospect and customer organizations as if you're married to him or her? I'm...
As tribute to James Q. Wilson, who passed away this month at the age of 80, this article attempts to highlight some of the...
Do company presidents need sales training? Sounds like a stupid question, doesn't it? I mean, why in the world would the company president need...
The sales profession is competitive and there's probably no exact formula or model to making it to the top in your company. We all...
Good sales training programs focus on process and execution; because that is what drives results: proven process and crisp execution. But take all of...
Are any of the opportunities in your pipeline stale? Do you have deals that you thought would close months ago, yet somehow they remain...
Being on the same page with each and every one of your sales representatives is critical for a sales manager to sleep at night....
Being a sales leader is about setting the standard for results. As a longtime LA Galaxy fan, I was thrilled to celebrate the MLS...
Standing on the gas pedal is the approach most organizations use to grow revenues. Just keep the sales teams focused and manage them aggressively,...