Being a Sales Strategist

It’s amazing how many sales and business development professionals, managers and executives, still think sales is a numbers game. And, it’s still a popular belief Today.

I understand. I understand that If you believe sales is a numbers game, you’re wrong.

While there are slight variations, according to this archaic theory ~ all you need to do (to be successful in sales) is call, call, call. Go to every lead, quasi-qualified or unqualified. Pitch! Pitch! Pitch to Someday! Demo! Demo! Demo to Anybody! You must be committed to the numbers. Fill your pipeline with a zillion suspects who’ll turn into X number of prospects, sales opportunities, and ultimately customers or clients.

The song remains the same, the message passed on from one sales generation to the next. We’ve been conditioned to accept that going after every prospect is essential to our success.

What if it isn’t? What if the numbers game isn’t a success factor anymore?

What if trying to work all those prospects infects our thinking, causes our sales performance, individual and team, to become ineffectual? What if we could generate more sales with fewer prospects?

Most sales and business development people would consider these questions heresy against the sales gods and gurus.

Thinking and Acting as a Sales Strategist

Thinking and Acting as a Sales Strategist

In the long run, Top Sellers, the Best of the Best Closers, pursue fewer prospects. Top Sellers spend more time thinking and acting as a Sales Strategist about:

  • The goals and objectives of their target market, customers/clients.
  • Linking marketing to sales process.
  • Connecting and networking for mutual benefit.
  • Pre-Qualify/Qualify potential customers/clients.
  • Being more Consultative and Solution-centric.
  • Guiding prospects through the sales cycle.
  • Increasing Market Value.

By slowing down, focusing on quality not quantity, we can develop the rapport, relationship, and credibility we need to get the business. We can go deeper, learn more, and support the client/customer with the right solutions.

Nurturing any kind of relationship requires an investment of time. Are you spending enough time with clients/customers throughout the sales process? Are you committed to a Sales Closing Process? Conditioning? Gaining commitments every step of the way? Pre-closing? Or, are you pitching and running? Are you just a visitor?

Being Sales Strategists, our clients/customers trust our recommendations. We become their Strategic Advisors creating even more opportunities to succeed. 

Our goal is to help prospects understand the business value of the solution. More importantly, how changing the status quo can impact organizational culture, sustaining business growth and profitability.

Be Bold. What would you do differently this month if you rejected the numbers game?Do you think it would make a difference in your sales performance?

That’s the challenge. Reject the #1 Sales Myth! Think fewer, not more. Compel yourself (and your sales team) to shift sales behavior with a fresh mind-set and sales strategies.

Being a Sales Strategist means sales isn’t a numbers game anymore, it’s an effectiveness game. Be yourself. Make the right connections. Make human connections.

Connecting and Networking for Mutual Benefit.

Connecting and Networking for Mutual Benefit.

Always Be Engaging.

Marc Ortiz de Candia | Vitalia Consulting | The Enlightened Leadership Leader


Solution-Recognition for Enlightened Leaders

Abre los ojos, los oidos, la mente, y el corazon.

Abre los ojos, los oidos, la mente, y el corazon.

Vitalia Consulting (VC) is not a conventional management consulting firm, and we don’t intend to become one. Our client-consultant role is to inspire forward-thinking solutions and actions. “Solution-Recognition” is an important tool in the process of searching for (and finding) the best innovative ideas.

“We need more ideas” is a phrase we hear almost every day.  Innovation isn’t constrained by the absence of ideas, but the inability to notice the good-to-great ideas right in front of you. It’s not an idea problem; it’s a Solution-Recognition dilemma.

Ideas are free. So, why not take advantage of such a great value? Whatever happened to “Brain-Storming” where no idea was pre-judged as a bad idea, no matter how absurd the idea initially appeared to be? While Brain-storming has morphed into Ideation, White-boarding, Iterative Process, Blue Sky Thinking, etc., it’s rarely used the way it was originally intended. “Thinking Outside the Box” has been so overused and abused, it’s become a gag in bad commercials.

Once upon a time (1984-1987) while working with Vici Associates International (based in Milan, Italy) we used the creative-strategic process “ProThink” to stimulate innovative and pragmatic solutions for our client-companies. Guess What? The concept still works! Unfortunately, most companies (then and now) fail to consistently capitalize on Solution-Recognition, and make it an integral part of organizational culture. In my experience, it requires not only a mind-shift but also (and more importantly) a behavioral, cultural transformation.

In the digital speed of social media: Golden Opportunities are lost amidst the chatter. Great moments of brilliance never return to our work/lives.

People tend to think of creativity as flashes of light from the heavens, anointing the next demi-god of genius. In business world reality, new insights and ideas come from hard work. While analytic data can identify real opportunities, these insights must then be transformed into practical, viable ideas. Cogito Ergo Zoom (I Think. Therefore, I go fast.) is the wrong-headed mentality for Solution-Recognition to work.

Solution-Recognition requires:

  • An Open Mind
  • Genuine Listening Skills
  • Passionate Intelligence (Intelligence that can actually be Applied)
  • The Ability to Dream with “Eyes Wide Open”
  • Being Empathic
  • Emotional Intelligence (High EQ)

Research has found that those managers/leaders exposed to a small amount of uncertainty said they value creativity, but actually tended to favor practical word pairings over creative word pairings. If such a negative bias against creativity exists in times of uncertainty, it might explain why so many notable innovations (in business history) were initially rejected. Is this happening in your business?

The implications are particularly relevant now, as few leaders/managers would claim that they’re not working in an uncertain industry. The same uncertainty that propels the need for companies to innovate may also be compelling leaders/managers to reject discoveries that could help them gain a competitive edge.

The innovative ideas that would keep your company alive (and sustain growth) are being killed in the embryonic stage of development, or even at conception.

One possible solution to this “idea killing” is to change the structural system ideas must move through for acceptance and execution. Instead of using the traditional hierarchy to find and approve ideas, this process could be spread across the whole organization. Given a higher priority than immediate revenue, the idea market can create an organizational culture where new ideas are recognized and approved throughout the entire company, a democratization of recognition. What do You Think?

Solution-Recognition becomes an organizational “way of life” based on the assumption that everyone is capable of producing great ideas.

Example: We have a new client (based here in California) who recruited a highly-skilled, experienced Sales Team without building the right organizational infrastructure to support that Sales Team, without professionally mature Sales Management to properly lead and coach that Sales Team, without developing the software tools for that Sales Team to close more deals and succeed, resulting in an under-performing, disillusioned, demotivated Sales Team in complete disarray.

In essence, without Solution-Recognition, “putting the cart before the horse.” Your Management/Leadership habits become either an albatross or a catalyst for growth. The problem lies in Management/Leadership failure to (adapt and change) genuinely listen to the concerns, problems, situations the Sales Team is facing in the field. Genuinely listening to the Sales Team would engender coaching opportunities, and collaborative solutions for the true underlying problems.



Enlightened Management/Leadership embraces Solution-Recognition. Remember, You are defined by what You do.



Example: Enlightened Leaders get out of the office more often. These “empathic outings” are purposeful field trips, a way to effectively connect with employees, customers, vendors, alliance partners, and others key to the success of your business. This also makes an enormous difference in gaining commitment to shifts in business and organizational behavior, and solving related issues. The purpose of these meetings is not just for gathering information, but more crucially to discover, uncover crucial patterns of what’s working and not working in your business, misalignments in your business and organizational vision/strategies.

Example: We use Solution-Recognition in our most productive client-projects:

  1. Business Turnaround Projects
  2. Business Growth Projects
  3. New Business Ventures ~ Entrepreneurial Start-Up Projects

The Message: Reject Solution-Recognition at your peril, and suffer the grapes of wrath. Vitalia Consulting (VC) is not a conventional management consulting firm, and we don’t intend to become one. Our client-consultant role is to inspire forward-thinking solutions and actions. Solution-Recognition is an essential tool for every successful business.

Partner with Us. Let’s start with a conversation. 

  • Marc Ortiz de Candia
  • Executive Partner ~ Provocateur
  • Vitalia Consulting | The Enlightened Leadership Leader

The Compassionate Pursuit of Happiness (Prosperity)

Warning! This blog may not be suitable for all readers, especially for those who made resolutions against happiness and prosperity in 2013, and for those who do not believe in the Constitution of the United States of America.


Enlightened Leaders can make others happy. Understand, this is not meant to say leaders are responsible and accountable for other people’s happiness, but Enlightened Leaders with high Emotional Intelligence (EQ) are responsible and accountable for creating environments where people can experience happiness. Consider this: The compassionate pursuit of happiness is not about what you want to be, it’s about who you want to be in this world:

  • as a compassionate human being
  • a compassionate organization
  • a compassionate business entity

Time is passing not everlasting. Notice? You blinked a few times and February 2013 is upon you, and will soon be gone. The Golden Globe Awards are behind us and now the Academy Awards are a couple weeks away. Time is passing not everlasting.

Have you had a chance to see the impressive small film, Happy? I highly recommend how this film explores the intrinsic contributors to our happiness as compassionate human beings. According to filmmaker, Michael Pritchard, “Compassion leads to happiness. Search the world for secrets to life’s greatest emotion, happiness.”

Economic growth has doubled in the last 50 years, but we’re not any happier, even though we have much more materialistic stuff. Right? Is everything we were taught about happiness and prosperity wrong-headed? After all, the study of happiness is nothing new. The point is that we haven’t seemed to learn very much from all the happiness research, and Corporate America (and society in general) hasn’t exactly embraced happiness or its relationship to compassionate leadership.

After all, most of us began the new year making promises to improve our lives, resolutions and un-resolutions based on what we did and didn’t do the year before. So, without looking too far ahead, look back at 2012 and assess what happened, what got you there, and most importantly, what made you happy, and why?

I believe that if you can tap into what makes someone else happy, you’ve expanded your enlightened leadership competencies. Plus, the fulfillment of making others happy reinforces your own happiness. For we cannot have relationships with others without reciprocity, mutual acceptance, respect, and value. Mutual benefit must exist to sustain relationships. Without mutual benefit, relationships die.

There are many things we do not fully understand on this planet, not on this plane. Yet, we must try to understand. Trying to understand is simply an exercise in becoming a better human being, a better leader.

Dr. Richard Davidson, University of Wisconsin, “Quantify happiness and you can quantify anything.” We’ve spent forever studying depression. Isn’t it high time we take a closer look at the value of happiness in leadership. The goal of psychology has been to help people rid themselves of their problems. Positive psychology studies and guides people towards happiness. Did you know that “Happiness” has become the most popular elective course at Harvard?

Marci Shimoff, author of Happy for No Reason says, “Our values are a key component of happiness.” Shouldn’t our values shape the kind of leader we are capable of becoming? Happiness is which something so often easily discarded as a “soft skill” is actually hard to develop, unless the essence of Enlightened Leadership is within you, and your organizational culture supports it.

Forbes released the January 15, 2013 report on the “World’s Happiest Countries.” Guess what? The USA wasn’t among the Top Ten again this year! What’s wrong with us?

Researchers have long known that we have pre-disposed genetic set points that play a role in determining how happy we can be. Moments of great joy or great sorrow return us to our happiness set points. Here’s the thing ~ While 50% of our happiness is genetically pre-programmed, only 10% is based on circumstances, 40% is based on intentional behavior! In other words, it’s what you choose to do, who you choose to be that has a significant impact on your lasting happiness, and in turn, the happiness of others around you.

Decades of research proves that happiness increases nearly every business and educational result: increasing sales by 37%, productivity by 31%, and accuracy on tasks by 19% as well as a myriad of health and quality of life improvements. Among those companies that don’t take leadership development seriously, vital and emerging leaders, these same companies ignore the role happiness plays in leadership effectiveness.

What can your company do to raise the happiness level of an employee? Happy human beings function better, are more productive, and live longer. Is the dissatisfaction in your company caused by depression stressors, or combined with low levels of Emotional Intelligence (EQ) within your leadership team, or the absence of happiness within the organizational culture?

Think about it. What did you do when the umbilical cord was cut? Cry, Baby Cry.

Knowing happiness can be quantified and measured, why has Corporate America been so slow to capitalize on its value to business? What about your company? (Conference room donuts, bagels, muffins, cookies, brownies, hot cocoa, and coffee don’t count!)


Nearly every company gives lip service to the philosophy “people are our greatest asset.” Results from the Conference Board’s most recent survey (tracking job satisfaction) shows that employees are “the unhappiest” in the 24 year history of the survey! Around the same time, CNNMoney reported that 87% of Americans are unhappy with their job. Mercer’s “What’s Working” survey found that one in three US employees are serious about leaving their current jobs. The numbers are higher among younger employees under 30 who tend to trend toward far more restless movement.

In her new book, The Myths of Happiness Sonja Lyubomirsky, psychology professor, argues that holding on to fallacious ideas about happiness, thinking we’d be happier if we had the right relationship, social status, material possessions, or…[fill in the blank] works against us. The issue is that these kind of thoughts keep us mired in our past, and don’t reflect how one cultivates happiness in real life.

Appreciating our relationships compels us to extract the maximum possible satisfaction and helps us to be grateful for it, relish it, savor it, and not take it for granted. Cultivating appreciation also helps us feel better about ourselves, more connected to others, more motivated to nurture relationships, and less likely to compare our situation to others and become envious. When given the choice between competition and collaboration, compassionate human beings will choose collaboration. 

We all know someone who has stellar success in their professional life but completely miserable in their personal life, every relationship an apparition. What’s your story?

Based on the metrics alone, you can easily make the case that the single greatest competitive advantage, in the modern economy, is a happy and engaged workforce.

In the New Age of Enlightenment, Enlightened Leaders must lead the way out of the darkness of depression and recession into the light of happiness. We, through intention, can change our brains, and in turn, the world around us. Enlightened Leaders perceive happiness as a skill. Compassion is in our DNA, caring about people, places, and things outside of ourselves.

People joke about “natural highs.” Truth is, science has proven that the compassionate pursuit of happiness gives you “natural highs” as good or better than any drug.

Acknowledge that happiness is an advantage at work that can be leveraged to get things done. Seek happiness in the present instead of waiting for future success. Exercise your brain for higher levels of happiness by creating habits shown to increase job satisfaction:

  1. Write a brief e-mail every morning thanking or praising a team member.
  2. Write down three things you are grateful for each day.
  3. Spend a couple minutes recalling something positive you’ve experienced over the last 24 hours.
  4. Exercise every day.
  5. Practice “Mindful Meditation” for a few minutes. Focus on your breathing in/out.
  6. Be forgiving. Practice forgiveness ~ every day of your life.  

Of course, if you can’t see the value, none of this will matter to you, and you should have read the disclaimer. Happiness comes from the capacity to feel deeply, to enjoy simply, to think and act freely, to risk life, to be needed not ignored.

Happiness: Set your compassionate self free, and the world is yours.

Marc Ortiz de Candia, Executive Partner, Vitalia Consulting


Music Playlist to Get Your Happiness Groove On:

  • Can’t Buy Me Love ~ The Beatles (Hard Day’s Night movie soundtrack)
  • Respect Yourself ~ The Staple Singers
  • Sweet Dreams ~ The Eurythmics
  • Higher Ground ~ Stevie Wonder
  • Sweet Dreams ~ Senor Coconut
  • Happiness Runs ~ Donovan (Yes! That Donovan!)
  • Ode to Joy ~ Beethoven (from Symphony No. 9 in D Minor)
  • Tomorrow Never Knows ~ The Beatles (Revolver)
  • Oh Happy Day ~ The Edwin Hawkins Singers
  • Bossa Per Due ~ Antonio Carlos Jobim
  • 100% Pure Love ~ Crystal Waters
  • Happy Talk ~ South Pacific (South Pacific movie soundtrack)
  • If Six Was Nine ~ Jimi Hendrix
  • Stand By Me ~ John Lennon (version)
  • Four Seasons ~ Vivaldi
  • Because ~ The Beatles (Abbey Road)
  • Instant Karma ~ John Lennon
  • Imagine ~ John Lennon
  • Happiness ~ Johnathan Jeremiah
  • Here Comes The Sun ~ The Beatles (Abbey Road)
  • I Can See Clearly Now ~ Johnny Nash
  • Inner Light ~ The Beatles (b-side of Lady Madonna)
  • A Beautiful Morning ~ The Rascals
  • Rain ~ The Beatles (b-side of Paperback Writer)
  • Living in a Material World ~ George Harrison
  • The Trip ~ Donovan (Yes! That Donovan again!)
  • Across The Universe ~ The Beatles (Abbey Road)
  • Love ~ Air
  • Yellow Submarine ~ The Beatles
  • Feelin’ Good ~ Joe Sample and Randy Crawford
  • Groovin’ ~ The Rascals
  • I’ll Take You There ~ The Staple Singers
  • Happy Birthday ~ The Beatles (“aka” The White Album”)
  • You Can’t Buy My Love ~ Robert Plant (Band of Joy)






The Genius of Being Bold

“Whatever you can do or dream you can do…begin it! Boldness has genius, power, and magic in it.” Johann Wolfgang von Goethe

Enlightened Leadership is about action, not position or title or entitlement. Decisive action is the key to any decisive victory. It begins with believing in something meaningful to the business organization, and acting on that belief. For those who see Enlightened Leadership as a soft concept, nothing more than Sunshine Supermen sitting around listening to Donovan’s “Mellow Yellow,” wrong you are, when you are…Guess Again!

Enlightened leaders move swiftly, out-maneuvering their competition with precision. There is an old Italian saying: “Chi si ferma e perduto.” (when translated to English) “He who hesitates is lost.” It’s a truism in life and in business. In French, “Celui qui hesite est perdu.” In Spanish, “El que duda esta perdido.” In any language, the first product or service to market wins, and dominates the marketplace 96.69% of the time.

Take the first steps toward greatness. Be a bold leader. Become the market dominator, armed with an arsenal of resources produced by your ability to create a thoughtful, risk-accepting organizational culture supportive of innovation and investments for the future.

Unfortunately, traditional corporate cultures are petrified forests of apathy and in-decision, a culture of fear, disdain, fatigue and boredom, negativity, conformity and complacency, reinforced by the executive hierarchy, sadly inherited by the emerging leaders of tomorrow. Traditional corporate cultures, especially in the mature stage of the business life cycle, can become increasingly rigid and risk-averse. Entrenched behaviors and cultures kill the innovative spirit of your people.

In the new age of enlightenment, I believe that there is a better way. We’ve explored many other dimensions of what it means to be an Enlightened Leader: Being open-minded, empathic, High EQ (emotional intelligence) intuitive, actively listening and observing, having a sense of purpose, a willingness to act thoughtfully, and so on. Another important dimension of being an Enlightened Leader is “Being Bold.”

Be bold because innovation requires taking risks. Nurture, support, and cultivate an organizational culture that makes space for innovative insights. To create the business of tomorrow, you must break-down the inhibitors of change today.

While always considering the risks involved (bolstered with contingency plans) Enlightened Leaders are Napoleonic in their fearlessness, relentlessly fearless in the face of overwhelming odds, in the pursuit of their dreams. “Cogito ergo zoom!” (I think, therefore I go fast!) Create a pluralistic culture of bold, free-thinking, decision-makers who deliver decisive actions and results for the good of all.

Understand the idea here is not to replicate Napoleonic leaders through-out your organization. The point is to take one of Napoleon’s most brilliant strengths: a willingness to act boldly and decisively when perceiving the opportunity to do so.

To quote Napoleon: “Ability is nothing without opportunity.” Those opportunities come from the organizational culture that you’re willing to create. In essence, you can create your own opportunities.

In sharp contrast, King Louis XVI (incapable of decisive action, preferring personal interests to the interests of the people) was executed during the French Revolution, just as Napoleon was rising to power.

Yet, the genius of being bold has been abandoned by most so-called “modern business leaders and organizations.” Why? Closed organizational cultures are oppressive and suppressive, causing people to fear political and career retaliation for speaking-up. Remember, silence foreshadows failure.

Ask yourself these questions: Do you have the audacity to challenge yourself and the systemic leadership behaviors within your organization? Are employees at all levels overwhelmed by your leadership’s short-sightedness? Can you survey the whole battlefield? Can you see your strategic advantages by looking at your organizational weaknesses?

Believe in something or you stand for nothing. Anything less is to live without true commitment or conviction.

Here’s a simple way to assess the state of your organizational culture. When you arrive at the next “important internal meeting” look around the room. What do you see? Is the meeting room alive with energy and ideas, or do you see a roomful of the living dead, zombies everywhere you look? Enlightenment can be frightening!

{This section is mostly intended for historical interest and reference points: As polarizing as any discussion about Napoleon can be, his bold vision and brilliant strategies are inarguable. Napoleon was hated by his enemies but respected by them at the same time. The Duke of Wellington, Sir Arthur Wellesley, when asked who he thought was the greatest general who ever lived, answered “In this age, in past ages, in any age, Napoleon.”

Born Napoleone di Buonaparte on the island of Corsica, only one year after Corsica was transferred to France by the Republic of Genoa, he later adopted the more French-sounding Napoleon Bonaparte.

Introducing a plethora of innovative strategies, Napoleon’s victories were more decisive than anyone had experienced before. Exporting revolution to the rest of Europe, the movements of national unification and the rise of the nation state, Napoleon’s religious policy emancipated Protestants to an equal status with Catholics. The Concordant of 1801 contained principles that served France for the next 100 years.

The Napoleonic Code was a “revolutionary project” embraced by much of Europe, instituting several lasting reforms, including: centralized administration of the departments, higher education, a tax system, a central bank, civil and criminal law codes, road/bridge/sewer systems, breaking the back of feudalism, and remained in force long after Napoleon’s defeat. Credit Napoleon for reorganizing the Holy Roman Empire, streamlining a thousand entities into 40 nation states. In mathematics, Napoleon’s Theorem is still used today.

Many in the international community still admire the many accomplishments of the self-made emperor, and celebrate his legacy. Moreover, many probably wish Napoleon had achieved his unrealized goal: To make it a law that only those lawyers and attorneys who win their cases should receive fees. How much litigation could have been prevented by such a measure! This is a brilliant idea, wouldn’t you agree?}

Now that you know about the “Genius of Being Bold” do you have what it takes to start your own innovation revolution?  

  • Get the framework and the tools to move beyond current impasses 
  • Be prepared to get uncomfortable for awhile
  • Time to remove the handcuffs, the shackles, and the blinders
  • Get out of the state of denial
  • Confess the Machiavellian truths about “business as usual”
  • Challenge the complacency of day-to-day routines
  • Implode the cannons defending the status quo
  • Set yourself (and your organization) free
  • Deliver the core message of change as revolutionary, thoughtful, and resilient
  • Ignite the thinking revolution
  • Order a call to arms throughout your organization
  • Renounce the tranquility of repetition
  • Everyone is an innovator / Everyone is a change agent
  • Be prepared to look at yourself as you look objectively at your culture
  • Time to create the future you want for your business
  • Empower people to think critically, question relentlessly, act boldly
  • Move your business from complacent to competitive!

In partnering with our Vitalia Consulting clients, our consulting methodology is purposely designed to identify the challenges and discover the possible solutions together:

  1. We Listen and Assess. Where is the organizational culture relative to the business?
  2. We Partner and Facilitate: Strategic Vision and Strategy Process
  3. We Partner and Facilitate: Overcoming obstacles on the road to victory
  4. We Lead and Facilitate: Leadership Coaching Sessions (Group and Individual)
  5. We Lead and Facilitate: Leadership Learning Sessions
  6. We Partner and Facilitate: Individual and Organizational Behavioral Shifts
  7. We Partner and Facilitate: Creating an “immersive” sense of place, of home for everyone within your organization
  8. We Partner and Advise: Sustaining the Vision over time.

By the way, this is not done by simply having an annual PowerPoint Presentation!

Be a bold, enlightened leader. This is a better way of building organizational capability. As the speed of organizational behavioral change accelerates, critical thinking, questioning, inventing, and exploring become business priorities.

The future of high growth business belongs to those (leaders and organizations) who can adapt and grow, who lead with boldness. You’ll need the tools to move beyond your current impasses.

Understand the boldness of these assertions because without revolution nothing changes. Remember, powerful words backed by powerful actions is a catalyst for true change. Strategically placed Enlightened Leaders are vital to your organization and to your business. After all, there’s a little Napoleon in every one of us. Liberte! Egalite! Fraternite!

Marc Ortiz de Candia, Executive Partner, Vitalia Consulting

To learn more about how we can work together, go to the partnering page at and complete the contact form. Let us know how we can help you, or someone you know. Every relationship begins with a conversation.