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The Command CenterTM
The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.
Categories: Sales Process
When salespeople learn methodologies, they can sometimes become overwhelmed by the tactics presented. However, effective processes aren't one-time events, they are executed together in one single selling motion. In our new podcast, John Kaplan breaks down some tips and tricks that help reps layer in new processes in a way that's simple and practical.
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Categories: Sales Negotiation
You're seeing the signs... Your account teams are negotiating price versus value Your losing margins and leverage in negotiations Your reps are green and they're negotiating with very experienced buyers Your teams have difficulty managing customer tactics Your internal process is slowing down negotiations
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Categories: Channel Sales
The expression I like to use about partners is that they’re not like your children, they’re like your neighbor’s children. You don’t have the authority to discipline them or to hire or fire their sales reps. Instead you have to coach and develop them as best as you can to help them drive results that will move the needle. This reality is a challenge – why should your channel partners listen to you?
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Categories: Sales Kickoff
In our recent sales kickoff webinar, a few of our attendees asked about how to present the content in a way that diminishes the amount of skepticism in the room. We put that question to some of our expert facilitators who often deal with a lot of skepticism when they're helping sales leaders drive change. Since, many of you are about to launch your sales kickoffs, I've summarized their advice. This list may help you craft a few talking points for your event.
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Categories: Qualification | Sales Process
You've got a sales qualification process in your organization. You feel like it should be making a difference. However, you feel like it still may have room for improvement. We've been there and we've talked to sales leaders just like you who have felt the same way. Here are some areas we encourage them to focus on to ensure their sales qualification process is making a difference.
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Categories: Sales Planning
If you are struggling to meet your 2018 numbers, you can probably attribute your challenges to the sales pipeline. Sales planning is one of our favorite topics to cover at the end of the year. There are those of you who are feeling the effects of lackluster sales planning. The bad news you're running out of time for this year. The good news is there are clear steps you can take to correct it moving forward.
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