Software Sales Guru
JANUARY 15, 2024
Don’t Give Away the Deal at the End Salespeople can invest months building value slowly with a customer, only to give it away in an instant at the end of the sales cycle when a savvy buyer flinches at the price tag. If a salesperson believes the buyer has the money, and thus all the leverage, they offer unilateral concessions in order to get a.
Hubspot Sales
JANUARY 15, 2024
Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Many moons ago, I was pitching a huge deal to Sony Pictures. It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. Things were looking good. We sent them a proposal and even flew out for a second in-person follow-up.
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The Center for Sales Strategy
JANUARY 15, 2024
Developing sales leaders is not just about their individual growth; it’s the secret to the continued success of the organization. Sales leaders play a pivotal role in coaching teams, driving revenue, and creating a positive culture. With all of this responsibility, it is often difficult for leaders to find time to focus on their own development. Yet, there are many proven benefits to providing leaders with growth opportunities, including increased productivity and performance, better recruitment
SBI Growth
JANUARY 15, 2024
Generation Z is all about tech. However, when building relationships with customers, they might struggle a bit compared to older generations. To close this gap, you must teach your Gen Z reps some key rapport-building skills that will position them as trusted partners despite age differences.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Sales Outcomes
JANUARY 15, 2024
Several organizations we speak with express a desire for better sales and marketing alignment. The term that’s popular as of late is “orchestration.” When sales and marketing organizations do things on their own in an ad-hoc manner, go-to-market execution suffers. Chaos ensues as the organization deploys initiatives, activities, and investments uncoordinated.
Luminas Strategy
JANUARY 15, 2024
Strategic planning is a common organizational practice that, when done properly, will increase the likelihood that an organization will meet its goals. The following Harvard Business Review article, “The Hard Questions to Ask When Planning Your Strategy” provides an interesting perspective on conventional strategic planning and the importance of being realistic about the value that your organization creates.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
JANUARY 15, 2024
Every business can get up to speed to sell its products online when equipped with the right tools. One of the crucial tools you must have is an ecommerce platform. The best ecommerce platforms make building and managing an online store easy. These tools also make the buying process seamless, thus providing an excellent experience that retains customers.
Nutshell
JANUARY 15, 2024
Every business can get up to speed to sell its products online when equipped with the right tools. One of the crucial tools you must have is an ecommerce platform. The best ecommerce platforms make building and managing an online store easy. These tools also make the buying process seamless, thus providing an excellent experience that retains customers.
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