Sales Strategy

  • 3 Underutilized Customer Focused Selling Skills

    What, Really, Does Customer Focus Mean? While most savvy sales leaders advocate for customer focused selling skills, customer centricity is an oft-used term.  In general customer focused selling skills are about putting the customer at the center of your business…

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  • Product Training versus Sales Training – Which Matters Most?

    Product Training Versus Sales Training – Which Matters Most? Many of our clients who are moving from selling products to selling more complex solutions struggle with the concept of product training versus sales training.  If you really want your sales…

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  • The Top 7 Pre-Call Sales Planning Meeting Questions

    Pre-Call Sales Planning Meeting Questions Matter The varied amount and inconsistent quality of pre-call sales planning creates a wonderful opportunity for hungry sales teams to outperform their peers.  Why?  Because sales reps who prepare by knowing the answers to critical…

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  • 6 Questions for a Winning Sales Strategy

    Why a Winning Sales Strategy Matters Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.  A winning sales strategy clearly outlines: where you should close deals the majority of the time what sets…

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  • Top 6 Customer Focused Selling Tips

    Customer Focused Selling Is Here to Stay Every sales leader worth their salt knows that their success depends helping their clients and customers to succeed.  We call this customer focused selling. But how does that all-important customer orientation translate into…

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