As a sales leader, you’re facing the same stresses and anxieties as your sales team. The difference is that you need to step up to help them. The only way…
The Sales Pitch is Dead: How to Communicate with Customers Amid Covid-19
If thinking back to the hip, shiny and whimsical trends we were all so invested in a few weeks ago seems like a century ago, you’re not alone. Yesterday’s craft…
Changing the Way Your Sales Teams Work in Covid-19
If COVID-19 has taught the business world anything – it’s that there has never been a more crucial time to change the way we work than right now. Some companies…
Trigger Buying Decisions With Effective Sales Content
Question: Has your Sales Organisation developed purpose-built sales collateral to assist prospects as they progress through the sales funnel from lead to prospect to customer – and is your existing…
Why Focusing On Cost Of The Problem But Ignoring ROI Can Kill Late-Stage Deals
Question: Does your Sales Organisation use formally documented processes to quantify customer ROI (return on investment) for larger deals – and are your sales executives able to consistently quantify customer…
How Customer Success Stories Boost Lead Gen
Question: Does your Sales Organisation use customer success stories and testimonials per product and industry verticals for online lead generation – and does your sales force leverage the power of…
How To Get Industry-Specific In Your Sales Process To Win More Deals
Question: Has your Sales Organisation formally developed content from a customer-centric perspective that is relevant and interesting to prospects in helping them solve problems – and does your current content…
How To Prove What The Absence Of Your Solution Is Costing Your Customers
Question: Has your Sales Organisation formally documented a process to quantify the cost of a customer’s problem in the absence of your solution – and are your sales executives able…
How To Increase Win Rates By Up To 15% And Achieve Higher Price Outcomes By Up To 25%
Question: Has your Sales Organisation clearly documented the Organisation’s value propositions – and do you believe that your sales executives are able to effectively communicate the Organisation’s value propositions to…
How To Hire Hunters And Farmers For The Right Sales Roles
Question: Does your Sales Organisation use an assessment tool specifically developed to identify competitive Hunter and Farmer sales executives – and has this tool proven to be effective in identifying…