News & Events

Below is our 2020 schedule of “open” Solution Selling® in the Collaborative Era workshops, including the following upcoming sessions:

  • March 10-12: Charlotte & Brussels
  • May 12-14: London & Chicago
  • June 16-18: Frankfurt
  • July 7-9: Brussels
  • September 15-17: Chicago
  • September 22-24: London
  • November 24-26: Brussels
  • December 1-3: Charlotte

Upcoming 1-day Collaborative Sales Negotiations workshops include:

  • June 9: Brussels
  • June 20: Charlotte

Gain an advantage in your Virtual Sales Meetings

“Virtual selling will continue even after we get a successful COVID vaccine.” A client told me this just last week, confirming what many others are now saying.  As a result, she, along with other Sales Leaders have asked us to help their sales-related personnel to better execute the various types… Read the rest


The proverbial dog caught the car

We got verbal, now what? The prospect said yes and now the negotiations begin.  Congrats on the verbal, yet the bad news is that your prospect knows that you and your leadership want to get this opportunity closed before the end of the month and/or quarter.  Below are some thoughts… Read the rest


Are your opportunities winnable before month-end?

For many of us, in about two weeks, quarter end will again be upon us.  You may be asking yourself, which opportunities in my pipeline are winnable and how many can be closed before the end of the month? Below are 6 variables that will help you determine the health… Read the rest


Have Salespeople Lost Something?

A sales executive told me recently that his team had lost the ability to speak the language of the businesses that they were targeting. He kept hearing from both clients and prospects that salespeople “don’t understand my business.” Instead, they are more focused on the business of things—meaning what Read the rest


Do we chase every “opportunity”?

As we hopefully exit this pandemic, some Sales Leaders are saying to pursue any opportunity, while others are complaining that they have too many opportunities in their pipeline – and many of those are both unqualified and time-wasters.  What’s your perspective on these diverse views? We are hearing from many… Read the rest


How effective is your sales talent?

During this pandemic, many sales leaders are focused on improving the efficiency of their team members, i.e. often spending upwards of $4,000 per year, per rep on technology to support their efforts.  Still, the opportunity cost of a sales rep that is not performing up to standard, can cost well… Read the rest


Let’s Get Virtual, Virtual – Supporting upskilling of your sales team in the time of Coronavirus

  • During these turbulent times, are your team members struggling to move opportunities through the pipeline?
  • Is your biggest competitor “No Decision Inc.”?
  • Do your Reps, unfortunately, have more downtime?
Sales organizations are now operating in an era of global instability and seeking ways to continue salesforce effectiveness and their further… Read the rest


YouTube of webinar: Selling in Turbulent Times

It is getting increasingly difficult out there selling to companies—both existing clients and new logos. And it doesn’t help with all the uncertainties in the world that are impacting decisions —from trade wars to stock market dives to growing concerns over the spread of Coronavirus. But troubling times like these… Read the rest


2020 Virtual “Open” Workshops

Below is our 2020 schedule of virtual “open” Solution Selling® in Collaborative Era workshops, including the following upcoming sessions:
  • June 16-18
  • July 7-9
  • September 15-17
  • September 22-24
  • November 24-26
  • December 1-3
We are also hosting two virtual “open” Collaborative Sales Negotiations workshops in 2020, including:
  • June 9
  • June 20
If… Read the rest


SPI & Richardson join forces – to better meet client needs

McCrory & Company is pleased to announce that our partner, Sales Performance International (SPI), is combining forces with Richardson, another sales training & consulting company. Together, they will operate as a single, scalable, end-to-end learning & enablement solution that drives measurable sales results. McCrory & Company is excited about partnering… Read the rest