Blogs

By: Dennis Susa
Thu, May 31st 2012

In most cases, much of the transformation from transactional to consultative selling is about making the leap from "telling" to "asking."  It's also about shifting away from an emotional and technique-based appeal to an approach that is more logical, honest and direct.  And for some, making the leap from advocacy to inquiry is a difficult one.  After spending years coaching hundreds of sales professionals and leaders, I'm convinc […]

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By: Tom Diederich
Wed, May 16th 2012

The following is a conversation I had recently with Nick Bailey, managing director of Apexselling Ltd. Nick's new book, "Customers are F.I.C.K.L.E: How to Sell Large and Complex Deals to Equally Large and Complex Clients," presents a how-to approach for using the sales skills and techniques he's developed over the past 25 years in the IT industry. Tom: There are so many books on selling on the market, Nick… why did you decide to add another to the pil […]

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B2B selling   Nick Bailey   Author interview       
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Open Mic    
By: Tara Watson
Tue, May 8th 2012

When it comes to analogies, I'm rotten at sports…so best to stick with something I know: Art. When I was reflecting on the changes taking place around me, pointillism came to mind. During times of change, it's so hard to focus on the big picture. Everyone has something at stake, we all see what's relevant to us, and sometimes it's hard to look past it. When you stand too close to a pointillist painting, all you see are a bunch of little dots that […]

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perspective    
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By: Craig McQueen
Fri, November 4th 2011

At Ninety Five 5 we believe delaying gratification ultimately leads to a better solution (and ultimately a more successful sale) for a customer. Instead of immediately jumping to the first solution, taking the time to fully understand a customer's needs produces a better result.The ability to delay gratification, popularized by the Marshmellow experiment, has been linked to people's ability to achieve long-term success. If you buy into the concept of "good things come to […]

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By: Craig McQueen
Fri, October 28th 2011

The leaves are changing colors here in Canada and many are already falling to make room for new growth next spring. It brings to mind the reality that from time to time we must also shed something in order for us to grow. Too often, however, many of us try to grow by adding things -- and there is just so much we can carry.So today think of what you can remove to make room for growth. Anything come to mind?

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By: Craig McQueen
Fri, October 14th 2011

One of the key skills we advocate at Ninety Five 5 is Moving Off the Solution. Acquiring this skill enables us to open a conversation with a customer to truly understand their needs.When a customer asks for information about a solution, this technique allows us to slow down, and switch the conversation to inquiry mode in a courteous fashion such that we have a true understanding of the customer’s needs.Move Off the Solution can have a tremendous positive impact on our custome […]

By: Sean Frontz
Tue, October 11th 2011

If we turn to our dearest friend Webster's dictionary (is it truly outdated to use Webster's?), inspiration means: "An inspiring or animating action or influence…." Inspiration is a noun (let's review… A Person, A Place, or A Thing). It is A Thing… a thing to be had or… NOT TO BE HAD… that would be, lack of inspiration… truly not a good thing in today's fast paced, highly demanding […]

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By: Craig McQueen
Fri, October 7th 2011

The other day when I was at the gym I noticed someone, who seemed relatively new to weight training, doing bicep curls. A tendency with bicep curls is to load up the weight and use other muscles (such as the back) at assist in the lift. That was what this person was doing.I was thinking that if I offered to coach I might say something like this:"Look, for bicep curls don’t use the other muscles. Keep your back straight, don’t swing, keep your stomach tight and […]

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coaching    
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By: Craig McQueen
Fri, September 30th 2011

I am currently reading the book "The Power of Full Engagement: Managing Energy, Not Time, Is the Key to High Performance and Personal Renewal" recommended to me by a friend. A key theme in the book is applying the principle of "periodization," used extensively in physical development, to all areas of life. The key idea behind periodization is that the path to improvement is by applying stress beyond an existing comfort zone followed by recovery (rest).Bodybuilding a […]

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By: Dennis Susa
Thu, September 15th 2011

• Thank you for giving me the foresight to become a subject matter expert. • Allow me the option to define my job through the eye of a needle.  • Enable me to command the schedules of others based on my availability and planned vacations.• Give me the supreme power to decide what I engage, when I engage and on what terms.• Help me create a world defined by the rigid boundaries of Microsoft Outlook.• Grant me the ability to […]

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Open Mic