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The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.

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Categories: Sales Negotiation

How Sales Negotiation Training Courses Can Improve and Bring Value to Your Sales Team

There's a point as a sales leader when you know you need to make an investment in improving your sales team’s negotiating effectiveness. They see their sales teams routinely facing these negotiating challenges:

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Categories: Sales Process

Podcast: The Single Selling Motion

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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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

Use our Discovery Guide to teach them to ask the right questions at the right time and subscribe to our blog.

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Categories: Sales Negotiation

The Difference Between Sales Negotiation Training Programs That Work and Those That Don't

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

How to Define a Success Profile for Your Channel Partners

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

How to Convert Skeptics at Your 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

How To Ensure Your Sales Qualification Process is Making a Difference

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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