by Sheri Osborn
What makes baseball a cultural phenomenon? Why do people get so fired up about their teams? Why do they sit for hours in the sun over a period of months and watch thousands of pitches and hundreds of hits when they know that only one team will win the World Series and [...]

Regardless of the best efforts in the other four areas of concentration, someone must ask for the business, even if you have a relationship and even if you have earned the customer’s business historically.
Decisions, especially in complex cases, need a spark to break them from their natural state of stasis. To initiate action to [...]

OneAccord knows that what happens from this point forward is critical in the selling process, and remains a key element of the marketing tasking. If the offering of the client solves a problem of set of problems, then it follows the education process of how our client can help is at least partially linear [...]

Five Points of Concentration
OneAccord employs a five-point plan with our clients to gather information and understand where they are and where they perceive themselves to be, with respect to their market and customers. If a gap exists between perception and reality, our services aid in bringing the client in line with market realities. [...]

For the past 17 years, John Asher has been studying the difference between average and top salespeople.
A TEC speaker and former TEC member, he has discovered the top 10 skills of super salespeople. OneAccord supports these tips for super sellers:
1. Ask questions and listen to the customer.
2. Ask for, and follow up on, referrals.
3. Focus [...]

We invite you to join in the classic debate, and weigh in: If you want to motivate sales people, is it more effective to use “carrots” or “sticks”?
If you pick sticks, you believe that sales performance metrics are powerful motivation tools when combined with firm requirements to “make your numbers”. Of course, celebrating successes [...]