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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 Conversation  |  Sales Planning  |  Sales Transformation

Does Your Sales Organization Have What it Takes to Be Elite?

 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 Planning

Podcast: Key Concepts for Effective 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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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 Planning

Podcast: Sales Planning Tips for Reps and Managers

Like it or not, the end of a year is a good time to start thinking about your plan for the next year. Have you drained the pond this year? How are you stacked up for success next year? What's your plan to make the plan?

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Categories: Sales Execution  |  Sales Messaging  |  Sales Planning  |  Sales Transformation  |  Talent Management

How to Build a High-Performing Sales Organization

High-performing sales organizations don’t get there by chance. It is a predictable and calculated path to growth. The best sales teams have the necessary foundation in place so reps and managers are able to (1) spend time on high-value revenue activities and 2) (effectively execute with buyers. There is a sales motion in every organization that drives rep productivity and ultimately revenue growth. 

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Categories: Sales Planning

Drive Consistency in Your Sales Planning Process

Repeatability and consistency drive effective sales planning. Sales organizations that provide their managers with critical line-of-site are able to create efficiencies in forecasting, account and territory planning and opportunity reviews. A salesperson’s time is valuable.

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Categories: Sales Planning

How Sales Managers Drive Rep Success

New research published in Harvard Business Review adds further significance to the role managers play in the success of your sales reps and your overall sales organization.

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