In this session, Ron Hubsher and Paul H. Pearce discussed equipping sales professionals with the skills to negotiate effectively without creating conflict. They emphasized
Mastering Sales Negotiation – Webinar Recording & Highlights Read More »
The art of presales and sales collaboration is not a perfect system. As it stands, there are still a lot of things that need
Achieving SEAMless Sales – Webinar Recording & Highlights Read More »
Best Approaches for the Presales-Customer Success Continuum A Never Stop Learning! Article “After working as presales prior to the sale, then assisting with
Best Approaches for the Presales-Customer Success Continuum Read More »
Have you ever heard this dialog before? Salesperson: “I need you to do a demo tomorrow for ACME Corp – it’s a huge opportunity!”
The Crisp Currency of Discovery Communication – A Never Stop Learning! Article Read More »
In sales, gaining trust stands out as a crucial factor. To achieve this, you need to personally connect with prospects and establish rapport. Your
Mastering Trust: 7 Proven Strategies for Building Lasting Customer Relationships Read More »
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their
The Advantages of the Incumbent Vendor Read More »
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The
A number of Great Demo! Workshop graduates noted that while the Great Demo! book uses the phrase, “Do It Again”, the current term used in Workshops and communications is “Peel Back the Layers”. They asked, “Why the change?”
Do It Again? Great Demo! Methodology Evolution Read More »
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint?
Expansion and Renewal Demos Read More »
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