Understanding the Sales Force

APRIL 25, 2017

Surprisingly, recruiting salespeople was not one of the topics addressed in this year's 2017 Selling Challenges Study. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Steven Sparber, from Richardson , was nice enough to send me an advanced copy of the results.

Negotiation 204

Negotiation Closing Study Report 204

LeveragePoint

FEBRUARY 20, 2018

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. 3. Differentiate.

Case Study 20

Case Study Sales Cycle Study Opportunity 20

LeveragePoint

MARCH 23, 2018

people in the average 2017 buying team. When a sponsor agrees to a Shared Business Case to buy with your sales team, that agreement supports faster and better results during the negotiation and procurement stages at the end of the sales cycle. A Customer Value Analysis sets up the opportunity to get buy-in from customer sponsors.

Sales Cycle 20

Sales Cycle Case Study Customer Analysis 20