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By: Deena Benner
Tue, February 16th 2010

Scott MacDade was my first of many sales managers. He had a keen ability to relate to clients, walk away from fuzzy opportunities, and close large deals faster than any other sales manager in our region.I was a new IBM account executive, and after several days in the field together, Scott and I had a conversation that went something like this…"Deena, you were a business major in college, right?""Yes," I replied."So you know what a basic accounting le […]

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Key Beliefs    
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Win    
By: Mahan Khalsa
Fri, February 5th 2010

Yellow lights (objections, stalls, doubts, concerns) posed by clients are processed first by the emotional centers of our brain and only after by the portions of the brain that generate reason and logic.  Since a yellow light can represent a threat to our success (personally and professionally), our first reactions can be the fear-based emotions of fight, flight, or freeze.  Sometimes these emotions are so strong they inhibit or diminish rational response altogether.A […]

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Leadership/Coaching