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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 Planning | Uncommon
I hope that you enjoyed this year’s Super Bowl as much as I did. I am just getting back into the office after a great first part of the week on the road. I have enjoyed writing my recent football recaps, as I'm passionate about what sports can teach us off the field. My own experience playing athletics has taught me a great deal about life. And in Sunday's game, there were plenty of lessons in action.
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Categories: Sales Negotiation
"Shift Left" is a saying we often promote to our Value Negotiation customers. What we mean by this saying is that your salespeople need to start the negotiation strategy early on in the sales process. It needs to be a part of the far left columns in your sales process, not just in the late stages of the opportunity (the sections to the right of the page).
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Categories: Sales Negotiation | Sales Process
There are two sides to every sales negotiation - the negotiation with the customer and the internal process that's going on in your own company, as your salespeople try to move a deal forward. When we ask sellers if their internal process helps or hinders their customer negotiations, the answer is always the latter. Most of sales leaders agree their internal process isn't really a process at all, rather a series of one-off requests and fire drills. That's why we encourage growing organizations to develop a negotiation strategy at the organizational level that's aligned with the company's overall growth strategy. Developing that plan requires intention and a concerted effort across your company, but the measurable results are worth the effort. The negative consequences of not taking action may be the very things that prevent your organization from truly realizing your revenue goals.
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Categories: Sales coaching | Talent Management
As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment. Many of my friends turned the game off in the third quarter when LSU went up by ten. It is amazing that in the second quarter, LSU was down by ten points and looking like they were going to have a very tough night. I watched every play because I have so much interest and respect for what it takes to play on that national stage.
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Categories: Sales Execution | Technology
If you're making sizable shifts next year to enable your sales team to sell a platform solution, you need to ensure they're able to make that jump. These ideas look good on paper, but when it comes to actually getting your salespeople to convince the customer to buy, you likely need to invest in some enablement.
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Categories: Company Alignment | Sales Kickoff | Sales Productivity
Many of you are prepping for your sales kickoff. We often put so much into the planning of the SKO, that sometimes we fail to give the same amount of attention to the actual presentation we will give at the event. The sales kickoff is often the one chance sales leaders have to get the momentum going at the beginning of the fiscal year. Past quarters are over and done with and the SKO is a time to start fresh, right the course and chart the path towards increased sales productivity and revenue.
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