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Process

Strategic Planning Process – Avoid These 7 Things

Strategic Planning Process – Avoid These 7 Things

Nov 12, 2020

Strategic Planning is a common term that has a wide range of meanings. It is a critical part of your business plan and a necessary process to help your organization achieve its growth goals.

Has This Pandemic Ruined Your Sales Process?

Has This Pandemic Ruined Your Sales Process?

Oct 20, 2020

So much has happened this year. So many things have changed, you might not have had the chance to notice slight adjustments in your sales process. Much of the change is attributed to new technological developments and a general shift in attitudes regarding how customers make purchasing decisions. With all that movement, when was the last time you reevaluated your sales process?

Improve Your Sales Discovery Calls

Improve Your Sales Discovery Calls

Sep 9, 2020

No matter how long you have been selling, whether it’s five years, ten years, or 25 years there is one step that can continuously be improved in your sales process, which will increase your chances of winning – Discovery. There is a distinction between good discovery and great discovery. Find out which you tend to do and how you can uncover more in your discovery calls.

Key Elements Of Effective Sales Training

Key Elements Of Effective Sales Training

Sep 2, 2020

When you tell your sales team, they are going to sales training; you may see some eye rolls, hear some long sighs, and feel the room’s demeanor shift. Salespeople don’t care much for sales training, but there are ways to make training more effective and improve the odds of having a positive impact on your revenue and profits.

Time Management – Take Control Of Your Day

Time Management – Take Control Of Your Day

Aug 5, 2020

A typical sales leader’s day is consumed with customer fires, meetings at every level, a conflict between departments, and frequently running out of time. Wouldn’t’ it be nice if you had the time to build a better team with a good culture that’s thriving? If you answered yes, then these time management tips are for you.

How A Sales Operating System Can Benefit You

How A Sales Operating System Can Benefit You

Jun 30, 2020

Are you feeling disorganized? Do you track your daily and weekly meetings? Are you always putting out fires? Have your one-on-one sessions and ride-alongs dropped off? If you feel like you’re underwater and don’t recognize that specific meetings and tasks have fallen off your plate, then it’s time for you to set up a Sales Operating System.

How To Benefit From A Fractional Sales Leader

How To Benefit From A Fractional Sales Leader

Jun 24, 2020

Do you have an open sales leader position? Are you a CEO who does not have enough hours in the day to manage sales? Are your sales stagnant or declining? If you answered yes to any of these questions, you might need a fractional sales leader.

Sales Quota – Is It Time To Change In This Crisis?

Sales Quota – Is It Time To Change In This Crisis?

May 20, 2020

The full impact of Covid-19 is not yet known. In some markets and industries, it is clear that customers are deferring or canceling planned purchases. In other cases, companies are booming. Maybe that’s your company. Nonetheless, it’s safe to say things are different now. You may be asking yourself, with the amount of change in the marketplace, should you change territories and goals to keep your team engaged and motivated? Or change them because your business has changed?

Differentiation – Do You Know What Yours Is?

Differentiation – Do You Know What Yours Is?

Mar 11, 2020

That is the real purpose of defining your differentiators – to build and hold value with your customers. If your company can define its differentiators so that they appeal to your customers, then that will strongly influence their final decision. Ultimately if you stand out with your customers, then close rates go up, and you maintain margins more effectively.

Inaccurate Forecasts – Are You to Blame?

Inaccurate Forecasts – Are You to Blame?

Oct 31, 2019

Sales forecasting is the process of estimating accurate future sales. Accurate sales forecasts are absolutely critical to companies and enable them to make informed business decisions and predict short-term and long-term performance. It is needed to manage cash flow, make decisions on expenses, manage capacity and resources, etc. Yet, we’ve found that many companies struggle with accuracy.

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