Your rep is 50 minutes into the one-hour discovery call. They’ve done everything right. Great sequencing of questions. Good engagement from the buyer....
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When you hear ‘Sales Operations’ what do you think? For many, some not-so-positive things come to mind:
Barrier
Back office
A pain in the #$@&%!, but...
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Over the years, one of the statements we’ve heard a lot from our clients is: “We want to deploy a global sales training program.”
We understand the...
Several weeks ago, we sat in a client meeting with the company’s sales and marketing leaders. It went something like this:
One of my former leaders would often say we did strategy projects masked as organizational design projects. Why would he claim that? The reality is...
This June marked the 10th anniversary of the U.S. economic expansion that began in June 2009. That’s quite a run.
But practically, it also means it’s...
As we approach the fourth quarter – that last push of the year – there’s some good news and some bad news.
Selling complex solutions to modern buyers is hard. Your teams should be looking for every edge possible. A low-hanging fruit for every team is the...
What’s it like to buy from a great sales rep?
For the past decade, marketing and sales have been searching high and low to answer this question. We...
In military strategy, flanking is attacking the opponent from the side. It’s effective because the enemy’s strength is usually concentrated at the...
