The Power Behind Sales Greatness

The Power Behind Sales Greatness

want to cap off this series of posts by articulating the force that powers sales greatness: value focus. It enriches our entire model of sales performance — adding an entire third dimension. The “motive force” behind everything sales professionals do is value...
The Power Behind Sales Greatness

From Formal Sales Process to Dynamic

From prior posts, you’ve probably learned to value dynamic sales process, but would like more information on how to implement one. To review, here are the differences between the two, reproduced — courtesy of CSO Insights. Let’s explore the differences. In...
The Power Behind Sales Greatness

What World-Class Looks…And Acts Like

This article is part two in a series about achieving world-class results.  In my last post, I shared definitions of sales process rigor and quality of customer relationship, plus CSO Insights’ conclusions about sales results associated with different levels of...

How Sellers Can Make Themselves Indispensible.

In case you didn’t notice the new selling environment or missed reading about it in hundreds of articles, blog posts, and research reports, selling has changed: Customers Self-inform, and many make simple buying decisions over the Internet. Even customers making more...

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