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Britta Lorenz

Expert Talk with Ashton Williams: Negotiation and Deal Closing in B2B Sales

Britta Lorenz - 20 September 2020

For the sixth part in this series with a focus on sales enablement, Britta Lorenz and Ashton Williams have broken down the dos and don'ts of … [Read more...] about Expert Talk with Ashton Williams: Negotiation and Deal Closing in B2B Sales

Expert Talk with Amy Franko: Offering, Presentation, and Dos and Don’ts for a Standout Sales Proposal

Britta Lorenz - 13 September 2020

Our sales proposal is an opportunity to show the customer how well we understand their business and what they want to accomplish. It is our … [Read more...] about Expert Talk with Amy Franko: Offering, Presentation, and Dos and Don’ts for a Standout Sales Proposal

Expert Talk with Whitney Sieck: The ABC of Discovery

Britta Lorenz - 28 August 2020

Discovery never ends, and it is definitely not a one-stop interview. In the course of PDAgroup’s focus series on sales enablement, Whitney Sieck, … [Read more...] about Expert Talk with Whitney Sieck: The ABC of Discovery

Sales Expert Talk with T. Melissa Madian: Contacting, Engaging and Building Lasting Bonds

Britta Lorenz - 25 August 2020

We have arrived at the third stage of the B2B sales cycle. We have made a connection, qualified a lead, and now have to make contact with the prospect … [Read more...] about Sales Expert Talk with T. Melissa Madian: Contacting, Engaging and Building Lasting Bonds

Sales Expert Talks: Hugh Macfarlane’s Active Approach to Qualification

Britta Lorenz - 28 July 2020

For seven weeks, PDAgroup explored the key elements of the B2B sales cycle from prospecting to deal closing. In the second week, Britta Lorenz … [Read more...] about Sales Expert Talks: Hugh Macfarlane’s Active Approach to Qualification

Sales Expert Talks: Connect and Nurture

Britta Lorenz - 13 July 2020

The B2B sales process has changed tremendously over the past years. Potential customers have many opportunities to inform themselves about products … [Read more...] about Sales Expert Talks: Connect and Nurture

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