resources sales-white-papers the-value-driving-difference 
Strategic Account Management Association
APRIL 5, 2021
And for those of you who have heard of it, do you really understand its value? By Jacques Sciammas, President, Selling to Executives. So why on earth do we still bother with documents numbering hundreds of pages, sans picture and color? The 10-K report: Why bother? You’re familiar with a company’s annual report, right? And it’s true.
Brooks Group
APRIL 9, 2024
Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals. Finance, operations, and management, oh my!
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Brooks Group
NOVEMBER 8, 2023
A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. Your sales strategy is a long-range plan for reaching your goal.
ACT
JANUARY 11, 2023
Did you know that 61 percent of businesses rank sales lead generation as their number one challenge? For small businesses , generating qualified leads is even more challenging because of limited resources and channels. But with the right lead generation tools , systems, and strategy, generating sales leads is much simpler.
Hubspot Sales
JULY 13, 2023
AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?
SBI Growth
SEPTEMBER 12, 2012
As a sales rep, you need to tell the difference between opportunities that are just interested from those that intend to buy. But if you’re like most sales reps, opportunities that are just interested are getting into the pipeline more often. The very best companies use lead generation resources to build interest.
Mike Kunkle
NOVEMBER 21, 2023
In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same time.
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