Sun.Nov 22, 2020

A brief history of sales opportunity qualification


The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest. Sales Methodology

“This Is Not A New Concept….”

Partners in Excellence

On a recent post, someone commented, “This is not a new concept… ” He was absolutely right, I had traced an origin of an idea back to the 1950-60’s, so it is an idea that is at least 60-70 years old.


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Weekly Recap, November 22, 2020

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs. sales tips sales performance sales success

Tips on How to Create a Recognizable Brand (video)


How to create an unignorable brand? In this Expert Insight Interview, Peter Levitan provides tips on how to create a recognizable brand by using social media platforms while building a sustainable business. Peter Levitan is a leading advertising and business development consultant.

Video 67

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

?? How a Repeatable Sales Process can Build Trust


When implementing a sales system, we should make alignment between all stakeholders. So, our today’s guest in Expert Insight Interview is Sky Stephens, and she will discuss the implementation of a proven system that educates prospects and builds mutual trust.