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.
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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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!
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.
Showpad
OCTOBER 14, 2020
A full sales pipeline is a goal for many organizations. For most sales reps, prospecting likely isn’t their favorite part of the job. Without buyers to sell to, there really isn’t any point to having a sales operation. Without buyers to sell to, there really isn’t any point to having a sales operation.
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.
PandaDoc
SEPTEMBER 19, 2023
Let’s say you’re the head of sales in a small company that recently launched a product. Your task as a sales manager is to market it. But appealing to large audiences doesn’t help your business to reach sales goals, or generate and convert enough leads. Your product is of service to the widest range of potential customers.
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