I promised in my last ELAvate Sales Blog to give you a planning worksheet to refocus you on a more wholesome life in 2025. This worksheet I call “Successful Leaders Play Lego in 2025.” Rather than a life of balancing your career against other areas of your life, you can build a more wholesome life with the “Lego life bricks” found on our attached worksheet. I believe a life of significance is built on practically integrating the important aspects (the Lego bricks) of your life ..read more

What would be the one word that describes your 2024? For me it is “Thrive” rather than “Strive”. I learned from teaching Vistage CEO’s the seven principles of Antifragile by Nassim Taleb that I can and will thrive through change and chaos, to serve my customers better, maintain healthy relationships by being more patient and less critical, and leave margin in my daily life ..read more

Have you ever pruned a tree in your yard? A few years ago, one of my favourite bloggers, Joyce Meyer, was helping her husband prune one of their trees. There were times when her husband cut the branches back so far that she said to him, “There is nothing left. You have totally destroyed our tree!” But he said, “You just watch and see.” And sure enough, before long the pruned tree was much better looking than it was before ..read more

Recent trends of sales training have emphasized “Sales Enablement.” This approach focuses the salesperson on closing the sale above the central role of serving the customer. It seems that “sales enablement” has it backwards. I believe professional and ethical salespeople should focus on collaborating and serving customers for a Win3 outcome: a win for the customer, a win for salesperson, and a win for the salesperson’s organization ..read more

An interesting statistic. You, as me, may be struggling with how to best adapt AI into our sales processes and CRM yet not demotivate our salespeople with more admin work. I did some research and have come up with some helpful insights on how you as a sales leader might start to leverage AI for sales productivity. Let’s take a look at areas where AI can boost salespeople productivity by employing AI and CRM together that can assist getting your salespeople more time in the field to meet customers ..read more

‘Whether the astronaut or the surgeon, both do continuous simulations to practice their skills and processes for a successful space mission or a successful surgery. In the B2B sales arena, we call these simulations “role plays.” Research shows that only 20% of sales organizations practice role plays on a consistent basis or as part of their training program (Janek ..read more

We have started a ELAvate Sales Success Podcast with our senior consultant Abhilash Sivaramam and the podcast we recorded today discussed the evolution of the Asian B2B customer and the impact it has on your salespeople’s productivity. This discussion with Abhi motivated me to scour the web and AI platforms to garner significant research on how B2B sales environment is changing across the globe. Let’s look at what I found and a solutions for each to improve your sales team success ..read more

How well you inspire trust with your B2B customers can be your competitive advantage or kill the sale. Effectively building trust leads to healthy long term customer relationships that is a win for both you and your customer. With customers limiting their “exposure” to salespeople, quickly establishing trust is a must to move the sales process forward.  Dale Carnegie research states 81% of customers are more likely to buy again from a salesperson they trust ..read more

ELAvate has partnered with Senior Consultant Abhilash Sivaraman and CEO Michael Griffin to launch a bi-weekly podcast series, "Selling in Asia." This lively visual and audio discussion will focus on sales success for salespeople and managers, drawing on Abhilash's 20+ years of global sales experience and Michael's 30+ years in sales productivity consulting in Asia. This series complements our existing Sales e-zines and blogs ..read more

Most sales training focuses on skill and process and glosses over attitude and motivation. I have experienced the power of Jeffrey Gitomer sales books and sales training by the unique way he creates sales success by synergizing selling skills, process, attitude and will power to succeed. Jeffrey has inspired me for over 15 years to excel in selling and sales training to exceed my client expectations in delivering world class sales that gets real ROI ..read more