Sales Game Plan for Growth

Sales Game Plan for Growth

Sales Effectiveness – Do You Have the Right Sales Game Plan for GrowthBe honest. How much time do your sales reps spend on sales pre-call planning? Data from multiple sources tells us that sales reps spend less than 10% of their time on preparing and planning to win...
Are Your Sales Leaders Coaching Enough?

Are Your Sales Leaders Coaching Enough?

Sales Growth OutperformanceSales leaders who seek to outperform their competitors often overlook one of the main drivers of sales growth — sales performance coaching. While sales leaders try to do the right thing promoting star performers to sales management roles,...
How Top Sales Leaders Create Revenue Growth

How Top Sales Leaders Create Revenue Growth

Top Sales Leaders Create Revenue GrowthAccording to McKinsey, 1-in-4 companies did not grow at all over the last decade, and only 1-in-8 sales leaders create revenue growth of more than 10% percent. Our organizational alignment research found that aligned companies...
How to Be a More Strategic Seller

How to Be a More Strategic Seller

Outmoded Sales ApproachesWe all are familiar with the traditional stereotype of the pushy salesperson who pitches their products, manipulates the conversation, and drives relentlessly toward closing the deal faster for their own self-interests. However, that...
Beware of these Sales Negotiation Mistakes

Beware of these Sales Negotiation Mistakes

Sales Negotiation DefinedNegotiation is a discussion aimed at getting an agreement. When you add “sales” to the mix, the interaction becomes one where the parties hope to agree while at the same time they focus on optimizing their individual outcomes. The more you...

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