An Analytical Approach to Sales Management

Where Are You in the Enterprise Software Sales Cycle?

A sales leader likened the sales cycle to a sine wave. Mistaking where you are on the curve is the single biggest challenge that leads to inaccurate forecasting and missed numbers.
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Why Deals Get Stuck

Deals get stuck because sales did something wrong. So, if the deal is worth it, find out why it got stuck, and whether there is something you can do to get back on track.
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B2B Marketing Strategies

What’s the right way to market to millennials? That depends on whether your company has a B2C or B2B focus.
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Six Strategies for Creating Digital Content that Engages Prospects

Buyers are making more purchasing decisions online, so here are six strategies for creating content that sells.
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The Hidden Costs of Inadequate Sales Management

Many small companies don’t invest the necessary resources they should in sales management, which makes it considerably more difficult to scale the business.
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5 Key Tactics For Marketing To Millennials

B2B marketing to Millennials is very different than traditional marketing. If you don’t know the right strategies, you’ll miss out on a huge demographic. Here’s what you need to know.
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Do You Know your Win Rate?

Many sales opportunities end with “No Decision” where the prospect chose to live with the pain rather than change the status quo. They have not bought your solution, nor have they purchased your competitor’s. Imagine what it would mean to your company if you could win some of those deals.
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Three Resources for Effective Discovery

Discovery is the most misunderstood part of the sales process because it is not about asking questions. Instead, it is about understanding what the prospect wants to achieve and evaluating whether or not you can help. The goal is to determine whether there is a strong enough business case to win the deal, and if not, to get to a ‘No’ fast.
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It’s Not About Working Harder

When sales results aren’t as expected, there are only three variables; people, product, and process. Refining the sales process yields the best results in the shortest amount of time because process becomes the blueprint for success.
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Success is no accident. It is hard work, perseverance, learning, studying, sacrifice, and most of all, love of what you are doing or learning to do.



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