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Stay informed with expert articles, tips, and trends that empower your business to thrive in a rapidly evolving landscape.

Why Discovery Alone Won't Drive Your Sales Success

Why Discovery Alone Won’t Drive Your Sales Success
What is the future of business-to-business selling? Even before the events of 2020 shredded business models and projections, too many companies had overpromised and underdelivered across industries, including communications, healthcare, information technology, and financial services. Buyers have been rocked by the combination of uncertainty, government regulation, a struggling economy, and limited resources.
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The Missing Piece in Value Selling

The Missing Piece in Value Selling
Do you really know what your prospects are looking for? Do you know why they’re looking in the first place? Were you told by your development group or marketing department why your prospects buy products and services like the ones you sell?
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Cloud-Based ROI Calculators Bring Decision Makers to You

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Cloud-Based ROI Calculators Bring Decision Makers to You
The challenges of chasing leads and building pipelines in today’s business environment sometimes make me wonder why I ever chose sales as a career—we all follow up on company-generated leads and contact existing customers. Sometimes we even resort to cold calls. For each call, we carefully and conscientiously record the date, time, person we tried to contact, and the outcome of the call in our company CRM system. A quick review confirms our feeling that, all too often, we’ve only managed to connect with a voice-activated system and/or voice mail. It can get so bad that the human contact of having an administrative assistant screen our calls can be gratifying. The common theme is the damned difficult time we have getting access to decision makers.
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Tough Questions Sales Pros Must Ask (and Why)

Tough Questions Sales Pros Must Ask (and Why)
Every successful sales process needs to start with what might be called the “tough questions.” You know them—questions that are so direct they make you sweat and shake in your shoes, that can make you so uncomfortable you’re wary about asking them.
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ROI vs. TCO: Choosing the Right Metric for Your Business

ROI vs. TCO: Choosing the Right Metric for Your Business
“To be, or not to be” is the famous opening phrase of the soliloquy given by Prince Hamlet in the “nunnery scene” of William Shakespeare’s play Hamlet (Act 3, Scene 1). In the speech, Hamlet contemplates death and suicide, bemoaning the pain and unfairness of life, but acknowledging that the alternative might be worse.
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3 Reasons to Prioritize Value Selling Tools Now

3 Reasons to Prioritize Value Selling Tools Now
CROs, CSOs, Solution Consultants and Sales Ops leaders face myriad priorities in the best of times: hiring and retaining top talent, managing pipeline effectively, selecting the best sales tech stack and methodology, and engaging productively cross-functionally. In today’s landscape, marketing budgets and priorities are shifting dramatically, and remote hiring, on-ramping, and managing are new norms in a virtual environment, changing the stakes overnight. It’s more important than ever to enable critical sales skills for disruption and recovery.
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The Big Gulp: Three Prospect Reactions After Receiving a $100,000 Price Quote

The Big Gulp: Three Prospect Reactions After Receiving a $100,000 Price Quote
In most organizations which procure services and solutions from external vendors, there exist “levels of approval” within the organization. For example, for many companies, Directors are often allowed to approve budget items that cost $50,000 or less, while Vice Presidents or CFOs are often required to approve all items that cost $100,000 or more. Of course, the amounts different titles can approve will vary by industry.
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Align Sales and Marketing: Best Practices for Success

Align Sales and Marketing: Best Practices for Success
Marketing and sales teams operate under separate but related sets of objectives—marketing to drive awareness and bring as many high-quality leads to the top of the funnel as possible; sales to determine which of those leads are potential buyers and quickly and efficiently drive them through the funnel and close as many high-quality deals as they can.
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How vanity Metrics Miss the Mark for Renewals

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How Vanity Metrics Miss the Mark for Renewals
Often, companies think they are on track for a customer renewing only to be surprised to discover the metrics they were managing to did not reflect reality. ValueCore CEO, Mike Genstil, speaks with Chris Beall and Corey Frank of the Market Dominance Guys about vanity metrics that can be misleading and a better way to ensure renewals stay on track.
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