Jose Palomino

A Sales Leadership Interview with Lisa Ginther Huh

Image Credit: Philip Peterson on Flickr

For the last few months, my team and I have been working diligently on my forthcoming book, Pivotal Conversations. The book delves into and describes the messaging framework we developed for sales teams and sales management. We’ve been looking at the powerful and necessary conversations that commercial sales teams have to excel at to advance more business.

In order to have an even sharper grasp on the real world implications of this topic, I’ve been talking to sales leadership at some very interesting and diverse companies—all to learn what they had to say about the current state of sales and how important the right messaging was to their success.

That’s where Lisa Ginther Huh comes in. Lisa is the Group Manager of Sales Enablement at Avanade. Here’s what she had to say.

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At some point, you have to frame your offering financially – not just in and of itself, but in comparison to your competitors. Nothing exists in a vacuum. You have to be able to explain the financial differentiation competitively when you’re asked – whether your offering is premium or the low-cost option. It is a conversation that requires very specific (and I mean nit-picky) attention. Read More »


Timely Thanks

August 29, 2014

My kids are long past the days of elementary school birthday parties. After the cake, the sugar highs, the un-wrappings, and the whole shebang, I would receive a nice “thank you” card. Of course, in those days, the card was written by the parents, but the thought was still there. Read More »


Old Spice and Marketing To Your Audience

Look at your company – now back at me – now back at your company – now back at me. I have some advice you need to hear about markets. Read More »


The Power of Positive Branding

August 7, 2014

How Siri Can Be This Bad and No One Talks About It Driving around, once more motivated by images of Martin Scorsese in the back of a New York City taxi cab changing plans, directions, and calendars all at a whim with verbal commands, I try to call home using my wife’s name. She’s had [...]

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“I am Groot” – Marvel’s Ingenious Steps Towards Brand Synergy

July 31, 2014

Who would have thought a talking racoon & tree duo, a green assassin, a pro-wrestler, and Andy Dwyer of Parks & Rec would be Marvel’s Blockbuster of the Summer? Guardians of the Galaxy premieres tomorrow, and die-hard Marvel fans are gearing up for the next wave of films. But, let’s face it: who knew about [...]

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Why Your Reps Aren’t Closing

July 25, 2014

A Sales Leadership Interview with Theresa Kelso – Terry and I talked a bit about forecasting – and why reps all too often fail to close deals. The sorry fact is that deals slip through the cracks despite everyone’s best intentions and forecasting efforts – but why is that? We started talking about how even the “most likely” forecasted deals don’t close on time (or at all) because reps aren’t able to interpret the real deal indicators that are at the heart of forecasted opportunities.

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What’s Really Driving Your Customer to Buy?

July 17, 2014

Deal drivers are the things that your prospect (and marketplace) has articulated as being of greatest importance in making a buying decision. It may be price, ease-of-use, performance, support, or a range of other factors. It’s important to note that the deal drivers are very different than requirements; these are the desires of either the company or the specific buyer with which you are dealing.

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