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Should You Have One Custom Enterprise Sales Process or Many?

Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which...

3 Ways to Deliver Greater Results from Your Sales Process

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message...

Sales Process Tool

Download the Sales Process Tool. Key Benefits: Leverage various assessment questions to score your organization’s Competitive Intelligence IQ. Discover what your score means and where you can improve your organizations Competitive Intelligence. Fill out the form below to download the Sales Process...

Sales Process Test Tool

Download the Sales Process Test Tool. Key Benefits: Validate your sales process is delivering the expected outcomes. Get back to the basics and focus on the right things. Match best practices to your company’s current situation. Fill out the form below to download...

10 Steps to Boost Your Sales Process

During the Revolutionary War, the Continental Army was retreating from a series of defeats while they were starving and freezing to death. A fateful decision changed the course of history when General George Washington went on the offensive and won...

Crossing the Sales Process Chasm: The Major Interaction

Some steps are so important that there is a significant risk that the entire opportunity will go up in smoke if it is not handled correctly. World class sales organizations specifically identify these crucial steps in their sales process and...

Use a Proprietary Sales Process to Win More Deals

I recently interviewedLoren Brockhouse, a Senior Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. It’s difficult to grow revenue faster than your...

A Sales Process Worth Following

Chuck Yeager’s claim to fame is breaking the sound barrier. He’s the ultimate early adopter having served courageously as a test pilot. Think of how many Yeager-like early adopters you have in the sales force. Not many. Is your sales...

Autopsy of a Failed Sales Process Implementation

To the dismay of the team that labored to construct a high performance sales process, the embryonic journey from concept to adoption by the field sales force was never completed. This fruitless implementationwas doomed byone major flaw. The diagnosis that...

Do you have the right Job Aids in your sales process?

Any top golfer will profess that their caddy’s timely tips are what makes a good game great. Your reps may not have the right tools in place to successfully navigate a buyer’s process. Why does this matter? Standard one-size-fits-all sales...
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