The days of ‘telling’ prospects about your company and services are long gone. It is not enough to be an expert on your products or
(This post was jointly created by Lisa Magnuson and Julie Hansen – big thanks to both for the submission) When you really think about the
Statistics indicate that most ‘stalls’ and ‘stops’ in the sales process are associated with a lack of rigor during the qualify stage. Many sellers also
Salespeople who are trying to identify, develop and close big deals right now are facing unprecedented challenges. They include: Prospects are distracted, hard to reach and hesitant to set meetings
What is a Sales Leader Playbook? Is a Sales Leader Playbook the same as a Sales Playbook? The short answer is ‘No!’ A sales leader
When I say sales presentation, I don’t just mean any sales presentation. This is the big one. Maybe you’re one of three finalists for a
The 48-Hour Rule™ Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following
It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a
Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect
Twas the Night Before Forecasts* Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those
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