Video: Understanding Results and Value in Sales
A strategy to help you move your opportunities through your pipeline more quickly is the ability to differentiate between a result and the value derived from the result. It doesn’t matter if this is an opportunity that is early stage or if it is something...
Video: Leverage as a Sales Strategy
In the world of sales, where every effort counts, the key to success lies in the art of leverage. Simply put, leverage is the ability to magnify the impact of one idea, strategy, or sale without significantly increasing the effort invested. Let’s explore...
Video: How to Optimize New Offerings for Sales Growth
If you have a new offering that you’re putting out into the marketplace, these strategies will help you to accelerate the sales growth and also the profit growth of that offering. Ensure that the sales team is very clear on the top line revenue targets,...
Video: Optimize Sales Skill Development for ROI
Smart organizations invest in their salespeople and their sales leaders. When it comes to making these types of skill development and leadership development investments, there are four areas that are worthwhile considering and making sure that you build into...
Video: Sales Conversations: Prebrief & Debrief
There are two pieces to a sales conversation that if you put this into your process, you will have much more effective and more momentum gathering conversations in the future. The first is the pre brief. The pre brief is essentially thinking through the outcomes that...
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