Mar 29, 2015 | Uncategorized
What is sales differentiation and how does it differ from product or market differentiation? Sales differentiation is the way that you engage with the prospective customer during and after the sales cycle that distinguishes you from the competition and solution to the...
Mar 29, 2015 | Uncategorized
What strategic investments are you planning to make in yourself to prepare for the new decade? It was just ten years ago that we were asking ourselves the same question. The primary difference being that we were entering a new millennium complete with exaggerated...
Mar 29, 2015 | Uncategorized
http://www.slideshare.net/TrueSalesResults/white-paper-on-boarding-2009
Mar 29, 2015 | Uncategorized
There was a time when most enterprise sales reps had liberal expense accounts to take C-level execs to expensive dinners accompanied by the costliest wine offered. I’m not suggesting that “breaking bread” with customers is a bad thing, because it...
Mar 29, 2015 | Uncategorized
What is a sales playbook and why is it important? Sales playbooks are a synthesis of sales process, best practices and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales success, which allows for...
