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Blog Feature

Categories: Sales Planning

Set A Results-Driven Sales Planning Mindset

End-of-year territory reviews and planning sessions are upon us. As a leader, it's critical to support your sales managers and reps in developing a plan to drive consistent pipeline and ensure your sales team isn’t missing out on high-value accounts. Now is a great time to align your team around a consistent sales planning mindset.

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Blog Feature

Categories: Sales Planning

The "Wanna Factor": What The Big Game Teaches Us

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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Blog Feature

Categories: Sales Planning

The Plan to Make the Plan

“A goal without a plan is just a wish.” - Antoine de Saint-Exupéry It’s that time of year again when elite sellers are putting together their plan for 2020. Early in my career, I remember having an incredible year of performance. I was the top rep in my region and preparing to go to Hawaii for President’s Club. It was, by far, my biggest income year to date. Sounds like a great story, right? It was actually one of my darkest hours in selling. Let me set the stage for you.

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Blog Feature

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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Blog Feature

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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Blog Feature

Categories: Sales Coaching Tools  |  Sales Planning

Critical Factors to Consider When Selecting a Sales Training Partner

In the sales training industry the question, "Who does this line of work?" may be answered with, "a good many". There are dozens, if not hundreds, of sales training organizations out there who help clients become more successful. These training groups are used by companies in the hopes of improving sales performance, building a stronger team, and ultimately increasing revenue. It's as simple as that. But, how does an organization know which partner to choose? Below are critical points that any sales organization should prioritize when seeking to hire a partner to train their sales organization:

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