There are various tactics to employ if you find your proposals stalled. But we can’t highlight enough the importance of being able to tell the difference between a stalled deal and a dead deal. In other words, “No sale.” Knowing this means you don’t waste any more...
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Need to Reevaluate Your Compensation Plan?
Let’s be real for a minute. Everyone likes for their hard work to be recognized and to receive compensation in return. It makes employees feel more motivated, and it could be the encouragement your sales team needs to be productive. Today, you also need to avoid staff...
read moreAre You Scaring Away Customers?
Whether your sales reps are out in the field or in the office making calls, the last thing you want are customers who regret engaging with your sales team. Ignoring your phone calls or having a bad feeling about your company unfortunately are side effects of off-putting sales teams.
read moreHow to Avoid Wrecking Your Discovery Call
You’ve probably provided your reps with a super-detailed list of discovery call questions in your Sales Playbook – and that’s good. What’s not so good is finding your staff sometimes conduct a discovery call in a way that wrecks it! So today we’ll look at that all-important...
read moreWhy Your Ideal Customer Profile Framework Matters
Does your business focus on as many prospects as possible who might be natural buyers of your service or product? It’s been the usual way to do sales for years. But there’s a smarter strategy now that many companies are paying serious attention to. It’s not about...
read moreThe Essential Go-To-Market Strategy Framework
Developing a product or service that customers should flock to buy is exciting – but only a fraction of your work. How you launch it to customers is what decides your business fate. Therefore the sobering and rather less exciting work is preparing your go-to-market strategy framework....
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