Kevin Graham

The Challenger Sale

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 not necessarily difficult, but getting their attention or engaging them in progressive dialogue is tougher than ever. Prospects no longer…

7 Key Deliverables of Highly Effective Enterprise Sellers

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 “done deal” status. And just because a deal gets “done,” does NOT mean that the SELLING is complete. In many enterprise…

The Gold is Upstream

Leading an enterprise sales force brings many challenges, and it is important that sellers prioritize their focus upstream. This is a real challenge for technology sellers whose heritage typically resides in selling to the Information Technology (IT) department. To get ahead of the competition, you...

Accelerated Evolution

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 constantly transforming, albeit a very slow process. But wait, things are picking up steam. This post veers from sales success slightly...

Selling Past Institutional Knowledge

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 frustrate even the most savvy of sales professional. I once heard an analogy of institutional knowledge that I think helps shed...

Holding Customers Accountable

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 they just don't hold up to commitments. Is it possible to hold customers accountable? Or, are we destined to a...

Best Sales Company Ever

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 Companies to Sell For Now. The best sales company ever, in my humble opinion, was US Robotics. US Robotics was a...

Conflict is Good

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 as team building. Everyone loves a fully-functioning team that has a common vision, spirit and drive. And that my dear friends,...

Empower Your Customers to Buy!

Sales training is an important element to sales success. Yet, any sales strategy should be complimented by systems and resources that empower your customers to buy. Years ago, employers would talk about hiring entrepreneurial skills; today, companies are not looking for entrepreneurial skills. The days...

Displacing an Incumbent Competitor

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 selling on your strengths and not disparaging the competition, there are simple tacts to discover the vulnerability of your competitor. Sales...

E + E = E

Sales is a very simple discipline, although few professionals ultimately emerge as true super stars. While some sales cycles are complex (the saying: "this stuff's chess, not checkers" comes to mind), the ideas and principles behind successful selling are fairly simple. A long time...

Multiple Contact Points

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 not talking about bonding or providing high service levels; of course, you should be doing that. I'm referring to the...

Broken Windows Sales Training

As tribute to James Q. Wilson, who passed away this month at the age of 80, this article attempts to highlight some of the genius behind this political scientist's Broken Windows Theory brought out in the early 1980's. I'm no expert on the theory, but...

Sales Training for Presidents

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 sales training? Ah, for a million reasons. First of all, there's no such thing as staying the same. You're either striving...

Be #1 in Your Company

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 have our unique style and so many dynamics come to play when trying to the best sales professional. Yet, there are...

Storytelling Techniques

Good sales training programs focus on process and execution; because that is what drives results: proven process and crisp execution. But take all of that away and you're left with one thing: the ability to tell good stories. Customers don't buy products or services, they...

Accelerate a Deal to Close

Are any of the opportunities in your pipeline stale? Do you have deals that you thought would close months ago, yet somehow they remain in your pipeline? Most sales professionals suffer from challenges related to opportunities that never seem to close, or prospects that just...

Territory and One-on-One Meetings

Being on the same page with each and every one of your sales representatives is critical for a sales manager to sleep at night. Not only should each member of the team share a common vision but also there should be a clear understanding...

Landon the Sales Leader

Being a sales leader is about setting the standard for results. As a longtime LA Galaxy fan, I was thrilled to celebrate the MLS Cup 2011 Championship this past season. The LA Galaxy won the championship 1-0 on Landon Donovan's goal. He's America's All...

Signs of Trouble

Standing on the gas pedal is the approach most organizations use to grow revenues. Just keep the sales teams focused and manage them aggressively, either through the compensation plan or by having the sales leader micro-manage the individuals, can be a common refrain from...

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