Rethinking how you set targets for salespeople

Rethinking how you set targets for salespeople

Large enterprises have the luxury of being very data rich and because of this they can pour through tons of information related to historical sales performance and form realistic expectations of what can be achieved in the future. The situation is very different for...

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Understanding Your Competitors – Well Kind Of

Understanding Your Competitors – Well Kind Of

I was thinking back to the many meetings I have had over the course of my career and I remember securing a sizeable contract against a competitor who was 40% cheaper than the solution I was providing. I remember the fist pump my manager and I did when we got the call...

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Selling To Companies With Unknown Problems

Selling To Companies With Unknown Problems

Your investors set a meeting up between your company and a huge target customer because they know a senior director. You are super excited because this is a dream client and you can not believe that they are one of the first companies you have an opportunity to sell...

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How do we communicate value to customers?

How do we communicate value to customers?

This blog will look at how salespeople communicate value to their customers. It will explore the definition of value as a means of tweaking the mindset when engaging with customers to help produce more consistent results. Are you ready? I want to spend a little bit of...

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Solution Selling – Are you covering all bases?

Solution Selling – Are you covering all bases?

This blog will focus on the different ways that customers review how a solution can solve a problem that they have within their business. Put simply, a solution is something that solves a problem. A customer has a problem and we have the solution = problem solved. If...

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A 9 Step B2B SaaS Sales Process

A 9 Step B2B SaaS Sales Process

The B2B sales process is everything when it comes to creating a repeatable, measurable and effective series of steps that help a buyer come to an informed and conscious decision that will allow them to reach an intended outcome. Oh, what a mouthful! But it's very...

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