Browsing tag: sales

What’s Your Leadership Influence Style?


Leadership, at its core, is about influencing others: It’s about inspiring people to take your cue, get on board and move towards a desired outcome. How do you, personally, get people to buy, agree, support or listen? While there are certain qualities that all great leaders share, the way they go about influencing others can

How to Persuade a Powerful Executive


You have a service to offer, a product to sell, a cause to fundraise or a point of view to advocate. It might be worth the attention of a powerful person. But they are on airplanes and in boardrooms; they’re powerful because they don’t get easily distracted. Let’s say you get the introduction. How do

Solution Selling Is Not Dead


Since the 1970’s, Xerox and IBM fueled a point of view that the best salespeople frame their solution in the context of a need.  Thought leaders such as Mike Bosworth, Neil Rackham and Percy Whiting have advocated a consultative framework for selling that led with questions in order to establish a business and emotional case