HeavyHitter Sales
MARCH 30, 2014
Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and closing large deals. It is based on extensive research and interviews with more than 1,000 key information technology decision makers, top technology salespeople, and vice presidents of sales.
The Pipeline
MARCH 31, 2011
How well you plan, recognize and react to a given event will have direct impact on your success in winning more customers, penetrating and retaining existing clients; all with greater predictability and in shorter time frames. About the classes: Classes are designed for all levels of sales professionals (reps-execs). Sales Cycle.
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HeavyHitter Sales
JULY 1, 2011
Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Other Articles That Might Interest You: Harvard Business Review Sales Articles by Steve W.
The Pipeline
AUGUST 16, 2011
The reality is that what makes the process a challenge for most is not the upfront work, which does take effort, but the ability and willingness to ask the penetrating questions that pierce the Status Quo, and lead to Engagement. As with most things in sales, it is down to the execution. Sales Bloggers Union. Sales Cycle.
Customer Centric Selling
DECEMBER 20, 2016
Existing Customers: What haven’t they purchased, why would they need it, and who do you need to speak with in order to initiate a sales cycle? 2017 Compensation Plan: What will your sales revenue requirement be in 2017? Were there Sales Ready Messages® that resonated with your prospects that you want to exploit?
Sales Training Advice
DECEMBER 6, 2011
The personality tests were given to high-technology and business services salespeople as part of sales strategy workshops I conducted. Conversely, top salespeople take command of the sales cycle process in order to control their own destiny. Achievement Orientation. Selling Style Impact: Political Orientation.
The Brooks Group
FEBRUARY 5, 2020
For instance, one of the core goals is to improve pipeline management so that sales team are appropriately handling each stage of client acquisition. Tracking Sales Optimization Progress. Sales optimization cannot be accomplished in a one-off workshop or memo.
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