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Strategy
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Using Data to Drive Sales Strategy & Execution

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives...

How to Lead a Digital-Oriented Sales Strategy

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies...

Newly Hired Sales Leader? Why You Must Get Your Sales Strategy Right

As a newly hired sales leader, it’s tempting to sit back and enjoy the honeymoon phase of the job. However, when the spotlight wears off, or rookie mistakes become less forgivable, it becomes a long road to make up any...

Sales Strategy: 2 Ways to Determine if You’re Already Behind on Your 2012 Sales Plan

When forecasting sales it is important to determine the flow of your lead and sales pipeline. If you’re unable to factor when the pipeline will begin to drop off you risk falling short of your sales plan. Prepare for this...

Is Poor Execution Endangering Your Sales Strategy?

2019 Research Report Sales leaders start the year on an emotional high from their SKO, confident in their strategic plan. But conditions quickly change. Unexpected challenges arise. And those whose only response is “stick to the plan” risk missing their number. SBI’s latest...

Is Poor Territory Design Undermining Your Sales Strategy?

It’s the beginning of a new year, you are looking at a map of the United States hanging on the wall of your office. As you lean back in your chair, proud of your team’s sales accomplishments the prior year,...

Winning Sales Strategy Checklist

Download the Winning Sales Strategy Checklist. Key Benefits: Utilize a checklist of various sales strategy best practices. Read through questions on Segmentation, Planning, Engagement, Execution, and more. Answer “Yes” or “No” to grade your company on these best practices. Fill out the form...

Fast Frame of the Week – Developing and Executing a Sales Strategy Through Channel Partners

Welcome to the Revenue Growth Fast Frame of the Week. Joe Vitalone, the Chief Sales and Marketing Officer at Razberi Technologies provides insight into evaluating a potential partner — What are the 3 most important criteria to consider when assessing...

Top 3 Sales Strategy Priorities of CEOs

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and...

Why Big Data is a Big Deal in Your Sales Strategy

Companies that place big data at the center of their sales strategies see tremendous results. Most notably, a 5-6% boost in productivity rates and profitability. But using it effectively is an ongoing challenge for executives and sales leaders. They often can’t...
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