Strengthening Your Value Proposition to Avoid the Discount Trap
The PitchDiscounting can be a slippery slope that not only erodes margins but can also diminish...
Topic
Sales Leadership
Elevating Feedback: A Guide for Sales Managers to Foster Growth
The PitchFeedback is the cornerstone of development in any sales team, but its delivery is...
From Management to Leadership: The Evolution of a Sales Manager
The PitchIn the high-stakes arena of sales, the distinction between managing and leading can be...
Navigating the Storm: Keeping Sales Teams Motivated in a Down Market
The PitchA down market can feel like navigating through a relentless storm for sales teams. The...
Transforming No into Yes: A Guide To Improving Win Rate
The PitchThe mantra "Every 'No' gets you closer to a 'Yes'" has long been a staple in sales...
Unlocking Sales Potential: The Critical Role of Coaching
The PitchWhen sales teams falter, the spotlight often turns to the sales reps. However, the...
Clients Ghosting You? Strategies to Re-Engage With Prospects That Go Dark.
The PitchThe silence from a prospect, especially after a bustling end-of-quarter, can be...
Stop Sending Proposals...
The Pitch Stop Sending Proposals... Until they ask for it. This directive might seem...
Can't Get to the Decision Maker?
The Pitch Are you talking to the Decision Maker? This question is a familiar dilemma for many sales...
Your Prospects Aren't Answering You - Don't Over-rotate on follow up
The Pitch Your Prospects Aren't Answering You. This phrase can trigger a sense of concern for any...
Anticipating vs. Asking - A guide to better sales conversations
The Pitch:There's a fine line between being well-prepared and being overly anticipatory....
Feedback on Your Feedback: Master the Art of the Feedback Sandwich
The Pitch:Feedback, especially in the context of sales, is more than just a routine part of the...
Why Your Reps Fail: Reflecting on Management's Responsibilities
The PitchWhen sales reps fail, it's essential to look beyond individual performance and consider...
How Much TOFU Do You Have? The Importance of Top of Funnel
The PitchThe health of your pipeline is often a predictor of future success. Here's why focusing on...
You've Sent the Proposal, Now What? The Next Steps to Ask
The PitchOnce the proposal is in the client's hands, the next phase of engagement begins. Here are...
Sales Managers: Free Up Your Time by Empowering Decision-Making
The PitchTo effectively manage time and empower your team, sales managers can use the...
'Check Your Targets': Advice on Sales Efficiency, Not a Top Gun Quote.
The PitchA well-maintained target account list is crucial for efficient and effective sales...
End of Month Meetings: Enhancing Your Review Process
The PitchEnd of month meetings are an opportunity not just to review performance but also to engage...
Lose a Deal Early: Why It Can Be Beneficial
The PitchIn sales, not every opportunity will lead to success, and sometimes, losing a deal early...
Lots of Change on Your Sales Team? Embrace It!
The PitchChange is a constant in the business world, and how you respond to it as a leader can...
Improve Your Sales Presentations: Talk About Your Company Last
The PitchAn effective sales presentation is not just about showcasing your company and its...