Most of Europe and the United States has been in a state of response to the novel Coronavirus pandemic for a few weeks now, and most of us are … [Read more...] about How to prepare your sales team for bounce-back after the crisis
Why You Will Finally Pay the Price of Not Selling Value
Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be … [Read more...] about Why You Will Finally Pay the Price of Not Selling Value
How to prove the value of sales training in uncertain times
The training market is a tough market right now. Business is facing unprecedented uncertainty due to the spread of the Coronavirus. Projects are … [Read more...] about How to prove the value of sales training in uncertain times
Automation Run Amuck
Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At … [Read more...] about Automation Run Amuck
How to kill your sales organization with bad assumptions
Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer … [Read more...] about How to kill your sales organization with bad assumptions
3 sources of commercial inefficiency related to the sales process
In manufacturing companies, production departments are generally efficient and effective. Unfortunately, most sales departments are not. … [Read more...] about 3 sources of commercial inefficiency related to the sales process
