Over time, I’ve had the privilege of interviewing some incredibly talented sales people.  No two of them have exactly the same approach.  And some of the best sales people seem to run away from the herd to ride...

We are excited to announce that IMPAX has been included on Selling Power’s 2019 list of the Top 20 Sales Training Companies! This list identifies the very best training organizations that excel in helping sales leaders improve the performance of...

Q: What does the critically-acclaimed 2003 movie, Lost in Translation, starring Bill Murray and Scarlett Johansson have in common with selling value in 2019?

A: Let’s begin with the premise that, like beauty, “value” is in...

Sales coaching has been a significant topic of interest with my clients over the last couple years. For good reason, too – studies have shown that on average, teams that report receiving more than three hours of coaching per person, per month exceed their team goals by 7%. What I have found,...

"Because how you sell might be your biggest differentiation"

This is a tag line that I use on my emails.  I’ve always believed this to be true, but it’s nice to be reminded just how true it really is!  I had a few things happen recently that brought this to...

How many of us are having our products and solutions commoditized by prospects and customers?

In IMPAX's recent study “The State of B2B Sales” the most pressing challenges facing sales professionals today are:

Selling...

In sales, we control almost nothing. Think about it. Regardless of what we do and how we do it, we cannot control so many of the factors that contribute to our success such as: the economy, the industry we work in, our products/solutions, our pricing, our customer’s procurement practices,...

Sales professionals are often defined by their win rate.  Clearly, our companies and families are counting on us to win… but, are we missing something by focusing exclusively on winning?  I believe so. 

As is often the case, I recently learned something from...

In the most recent Tip of the Month, Mark Shonka shared his perspective on how long it takes to prepare to deliver an effective presentation. In that Tip, he shared the answer is often, “as long as you let it”, and reinforced the...

I wanted to expand on the most recent IMPAX Tip of the Month. In this Tip, I reflected on the importance of recognizing that, for us, our job and selling our value is very personal. However, for the person on the other side of the table, it may not be...