INSIGHTS

Jim Mcwhirter

Mar 25, 20216 min read

3 tips to keep from pitching recklessly during virtual discovery meetings

If you are struggling with having your initial client meeting default into a solution pitch, you are not alone. Effective discovery...

39 views

Jim Mcwhirter

Feb 10, 20218 min read

Finding Hidden Opportunities in Your “No Decision Deals”.

There could be a small goldmine in your CRM – A reservoir of deals that were closed to “No Decision Outcomes” during 2020. Clearly a...

113 views

Jim Mcwhirter

Jan 19, 20215 min read

3 Reasons to Talk to Competitive Accounts that Other Reps Say Will Never Change Vendors

Have you ever heard the advice below from another rep or colleague when you were at the early stages of targeted outreach to your big...

80 views

Jim Mcwhirter

Jan 6, 20214 min read

3 Tips to Make Your Virtual Sales Conversations More Interactive

Does trying to get your prospects and customers engaged during virtual sales calls leave you feeling like you are having a conversation...

91 views