Sales Intel is generally recognized as information about accounts and competition. It’s used in selling to achieve situational awareness. Like any other form of intel, it is information that needs to be accurate and timely if it is to lead to the desired positive outcomes – being down selected and then winning the business. But, ... Read More >
Written by Jim Holden, Founding Partner In the world of competitive selling there are countless sales techniques, methods, processes, concepts, and tips that range across all aspects of sales. And, many of them are helpful, appropriate, and effective. But, at the end of the day, all of that depends on one single factor – focus! If a ... Read More >
[Today’s post is the last in our series on how to have a successful sales kickoff. Revisit all of the posts: 1: Use a Theme, part 2: Build Don’t Replace, part 3: Invite Across Your Organization, and part 4: Make It About the Sellers.] Another great sales kickoff has come to a close. ... Read More >
[We have arrived at part 4 of our series on improving sales kickoffs. After reading today, check out part 1: Use a Theme, part 2: Build Don’t Replace, and part 3: Invite Across Your Organization.] Every sales kickoff agenda includes an update on the company and a look at the latest innovations. ... Read More >