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December 11, 2018 | Becca Sundal

Making Sense of Data to Drive More Profitable Sales

“Data-driven” anything – company, culture, strategy, decision-making – is the ubiquitous buzz word of the moment. The dictionary definition of data-driven is “determined by or dependent on the collection or analysis of ...

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December 4, 2018 | Melody Astley

“No Decision”: 3 Checkpoints to Predict and Avoid It

For many of our clients and us, December signals the homestretch of the fiscal year. How time flies! The time is now to deliver your commitments to the business and to overachieve your quotas. With all of the great ...

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November 27, 2018 | Melody Astley

Choosing Between a One-Size-Fits-All vs. a Tailored Training Approach

Every year corporations spend hundreds of hours and millions of dollars on training for their sales team. Unfortunately, when not planned out properly, those lessons might only amount to a marginal increase in close ...

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November 13, 2018 | Michele Wilkins

3 Ways to Create A More Productive Sales Team

A more productive sales team is a more profitable sales team. Period. For a sales organization, productivity is directly tied to efficiency. The more efficient your sales team can be with their time, the more closed ...

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November 6, 2018 | Michele Wilkins

How to Keep Your Sellers Engaged at Your 2019 Sales Kickoff

This is the second of a two-part series to support your 2019 sales kickoff. If you missed part one, you can find it here.  Most sellers are about to receive a “save the date” for 2019 sales kickoff if they haven’t ...

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October 30, 2018 | Melody Astley

4 Masterful Ideas to Help You Navigate Sales Kickoff Planning

‘Tis the season for many companies to plan their sales kickoffs. You have a budget and a bunch of ideas about how to build an exciting experience for the sellers. With many competing ideas and not enough time to plan, ...

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October 23, 2018 | Dr. Stephen Timme

How to Close the Deal: the X-Factor Every Sales Professional Should Know

Do you ever feel like glaciers move faster than your clients when it comes to making decisions? OK, maybe not a glacier but slower than a sloth? Of course you do and so does every sales person I’ve ever met. You need an ...

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October 22, 2018 | Dr. Stephen Timme

Building the Confidence to Run Into the CFO's Office, Instead of Running Past It

Being a finance-type person, I am frequently asked what the best way is to sell to CFOs. Here are some insights I have gathered over the years engaging with CFOs. CFO's are playing an increasingly important role in ...

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October 16, 2018 | Becca Sundal

The Modern Sales Landscape: Navigating a Multigenerational Market

Today’s workforce is very different than any we’ve ever seen before, because for the first time in history, we have five generations working side by side. This means five generations of attitudes, communication styles ...

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October 9, 2018 | Melody Astley

“Death of the B2B Salesperson” – Not as Scary as it Sounds!

According to Forrester Research, 59% of B2B buyers prefer not to interact with a sales rep, and 74% find buying from a website more convenient. With these stats, many are suggesting that the role of the sales rep is ...

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September 25, 2018 | Melody Astley

A Strategic Approach to Nailing Your Next C-Suite Meeting

Selling to the C-suite increases the chances of you closing the deal and can significantly shorten the sales cycle— that’s what we call a win-win. But selling effectively to this group has its own set of challenges. Not ...

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September 18, 2018 | Dr. Stephen Timme

The Great Enabler: Supply Chain Management

In the past, supply chain management (SCM) was viewed as a method for slashing logistics costs while relentlessly optimizing inventory. Today, SCM is viewed as a critical enabler of enhancing financial performance.

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