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Some call them blogs—we call them must-reads

I’ve been talking a lot about the sales process, but now I want to switch gears. I want to introduce you to our levels of sales relationships. We’ve been compiling data for more than a decade about the impact relationships have on the sale process,...

Customers are evolving more rapidly than ever before and, as a result, buyers are getting smarter. The challenge for sales professionals is to keep up with them.Here’s a little secret I want to tell you: one of the keys to smarter selling is having a...

When sales and service organizations implement a formal training program, they gain a competitive advantage over their competitors. Research from CSO Insights backs this up time and time again.We’ve studied more than 300 organizations and, from the insights we uncovered, we’ve identified four focus areas...

In our previous blog posts in this series, we examined why “Status Quo” so often wins and the impacts of leveraging value messaging in sales cycles that is oriented around the customer’s issues. Today we dive into the trials and tribulations of equipping sales with...

On June 19, 44.5 million viewers tuned in for Game 7 of the NBA Finals to watch the Cleveland Cavaliers win their first championship and the Golden State Warriors lose a heartbreaker. Warriors fans wept, players were at a loss for words, and one media...

The great trick of sales is, and always has been, converting leads into orders. Everybody knows that. The question is, what really happens from the time a lead comes in until an order is taken?To get to the answer, do a little test – it’s...

In our last blog, we discussed why it is important for a sales team to have a plan in place to communicate a compelling value proposition to your buyer. And, more importantly, we uncovered all too often the root cause of not having a compelling...

If you have done your job as a seller in the discovery stage with your prospect, then you have overcome the first major pitfall in the selling structure – “Status Quo” Wins – a topic we explored in the first installment of this blog series....

This year’s Hannover Fair features the most promoted picture of  German Chancellor Angela Merkel wearing virtual reality glasses shaking hands in digital space with U.S. President Barack Obama. It portrays the close political partnership shared between two countries Germany and the U.S. but even more...