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Five Instincts Causing You to Lose Control of Your Deals

You want your sales team to close more business…and do it with higher margins, but if your company’s sales management approach is based on outdated sales processes and bad habits, you’re holding your people back. This eBook for sales leaders illustrates how you can curb your impulses …


Ten Tips for Implementing Sales Negotiation Training That Work!

article_iconHere are 10 tips for building a sales negotiation training program that maximizes profitability and customer satisfaction.

1. Focus on the specific skills. The first step in improving sales negotiation skills is to provide the training and tools that teach your salespeople how to protect pricing and …

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Bridging the Great Conversation Divide

infoRecent research revealed that only half of salespeople feel prepared to create new sales opportunities. The findings shown in this infographic discuss the disconnect between where salespeople feel pressure and how well their companies prepare them for key customer conversations.

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Marketing Messenger: 18 exclusive insights from that every marketer should know

cmo-ebook-thumbnailThis eBook for marketing and sales leaders features 18 exclusive insights from contributed by Tim Riesterer, thought leader and co-author of Conversations that Win the Complex Sale. Discover how to develop compelling and provocative messages to challenge your prospects’ status quo, improve the usefulness and …


Fleeing the Tension… and other sales negotiation mistakes that kill deal profitability

fleeing the tensionAre your team’s seemingly small discount concessions doing major hidden damage to your profit margins?  You’ve undoubtedly invested immense amounts of time and money to create products and services that add value for your B2B customers.  Unfortunately, much of your value is lost when your reps fail …