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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 Discovery Process
Do you find yourself consistently frustrated with deals coming across your desk that: give away too much margin; aren't tied to the biggest business issue; have limited access to the economic buyer?
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Categories: sales challenges
It's a conversation that can be uncomfortable. When we are talking to sales leaders and executives, we are most often dealing with very smart people. They know how to lead, how to sell, what's needed to be successful and perhaps more importantly, what's not.
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Categories: Company Alignment | Sales Transformation
You know what’s working within your sales organization. And, perhaps more importantly, you know what isn’t. Maybe your sales team isn't focusing on value in the buyer conversations, and they're giving up too much margin or losing deals all together. You need better access to the economic buyer and frankly, a better understanding of how your prospects buy.
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Categories: Industry Insight | Sales Transformation
Job growth in the IT sector is outpacing all other sectors and expected to grow 13% by 2026, according to the Bureau of Labor Statistics. The opportunity for jobs is one thing, filling them is quite another. This recent Wall Street Journal article noted that unemployment in the IT sector dropped to a 20-year-low, forcing employers into a "historic" fight for people to fill critical roles. For the staffing industry, these dynamics will put many firms at risk. If you don't have the right people to help your clients, they'll look elsewhere. The staffing organizations that will excel in this unique environment will have tools, processes, and content behind how they address these customer and candidate dynamics.
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Categories: Sales Conversation | Sales Planning | Sales Transformation
An elite sales organization is one that drives higher win rates, larger deal sizes, higher margins, and predictable revenue. Can you confidently say you and your team excel in all of these areas? Whether you're launching a new product, moving to a subscription model or trying to meet accelerating growth rates, it is difficult to scale if you don't have the foundation in place.
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Categories: Sales Leadership | Sales Transformation | sales challenges
You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.
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