Sales

Strategic Selling®

Workshop Information Comprehensive Strategy for Complex Sales Strategic Selling® helps organizations and individuals develop comprehensive strategies to win sales opportunities. Participants develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer’s organization. Strategic Selling® provides visibility into sales opportunities, documenting plans with the program’s Blue Sheet. This involves …

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Aligning the Buying and Selling Process: Do You Understand How Your Customer Buys?

The playing fields of the sales world have been flattened. Powerful economic forces—from outsourcing and offshoring to workflow software and the Internet—have reduced the costs of entry to where almost anybody can play. The consequences? This easier entry has resulted in the commoditization of all goods and services. We hear from our clients that it’s …

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The High Anxiety: Does Your Sales Team Have Performance Issues?

Each face-to-face interaction with potential clients should be managed to move an opportunity forward.  Not knowing what to ask the customer is one reason why customers stop agreeing to schedule time, and opportunities are ultimately lost. An inability to engage in—and, indeed, initiate—customer conversations is a tell-tale sign of lack of commitment and preparation. It …

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How Do You Compare to the Best of the Best?

For the 8th consecutive year, Miller Heiman has conducted its Sales Best Practices Study of senior leaders, sales leaders, and sales professionals (over 25,000 international respondents to date).  The purpose of the survey is to uncover and evaluate the best selling practices of the most successful companies. I invite you to compare the activities of your sales organization …

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