Jan 10, 2022
GIST - VITOs have big egos, power, control, and authority. It's very important to them. They are brief, direct, and to the point. They are competitive and self-assured, keen and knowledgable in the field they are operating in. They are inquisitive. They are competitive which means they love to win and hate to...
Mar 16, 2021
Critical collaboration tools every salesperson needs to effectively communicate with prospects, customers, and team members.
Tony Parinello, author and creator of Selling to VITO interviewed Michael Gelb and connects his book to the Selling to VITO process. Tune in to hear more.
Oct 19, 2020
Don't panic!!!!!! If you're ever falling behind quota listen to the advice of Business Coach Steve Dailey!
For most companies quota is a number that is arrived at by looking into a person's capabilities. It's information, not a threat. It's what a company wants you to do.
What you want to do is, take control...
Oct 5, 2020
Every organization has a decision support system. It may not be formally defined, but a decision support system undoubtedly exists. Of course, VITO sits at the very top of the organization. VITO has the ultimate veto power over absolutely everything that takes place in the organization. However, what I want to draw your...
Sep 29, 2020
Harness the Power
Please let me introduce to you a very helpful organizational and structural ‘org-chart’ of sorts.
It will apply to virtually all enterprises that you sell to and have as current customers and, if you understand it and use that understanding in your sales work, you will; accelerate your sales...