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September 8, 2017 | Becca Sundal

Tech Trends and the KPIs They Impact

It’s a well-worn – but still true – adage that we can’t manage what we don’t measure. As sellers, you know what the technology you sell actually does – or what its features, functions, and specs are. But do you know how ...

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August 24, 2017 | Stephen Timme

Selling More with Client Financial Insights – Part 3

When you have insights into a client’s financial performance – you have a competitive edge. In Part 1 of this series, we explored the benefits of selling with financial insights and how they’re an integral part of ...

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August 17, 2017 | Melody Astley

The Importance of Insight-led Selling and 3 Focus Areas to Sharpen your Practice

Forrester research well documents that buyers’ expectations have changed. They want their sales teams to bring thought leadership and reveal something unknown about their business, rather than simply promoting a ...

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July 26, 2017 | Pam Heydinger

What Does Faster Order to Delivery Cycle Time Mean for Revenues?

Customers are demanding faster order fulfillment. A recent Fortna customer experience study showed that 48% of customers indicated they are not willing to wait more than five days for delivery of their order.

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July 19, 2017 | Stephen Timme

Selling More with Client Financial Insights - Part 2

Part 1 of this series explored the benefits of selling with financial insights and how it’s an integral part of insight-led selling. This Part 2 provides a case study on developing financial insights using a real ...

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June 29, 2017 | Stephen Timme

Selling More with Client Financial Insights - Part 1

Developing financial insights about a client is one of the key skills that separates top performing sellers from all others. Client financial insights include analyzing a client’s financial performance, identifying ...

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June 16, 2017 | Stephen Timme

Provoking with the Power of One: Part 3 – Account Planning

We discussed in Part 1 of this series how the Power of One is your X-factor in separating yourself from competitors and motivating clients to move more quickly to explore your solutions. Remember that the Power of One ...

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April 6, 2017 | Stephen Timme

Provoking with the Power of One - Part 2

We discussed in Part 1 of this series how the Power of One is your X-Factor in separating yourself from competitors and motivating clients to move more quickly to explore your solutions. As a quick reminder, the Power ...

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January 27, 2017 | Stephen Timme

Provoking with the Power of One - Part 1

In this two-part series, we show you how to use the Power of One to provoke your client to explore your solutions and move more quickly. Part 1 of this two-part blog defines what the Power of One is and where it’s used ...

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