Categories: Company Alignment | Sales Leadership
Who doesn’t want to lead an elite sales organization? Leading an elite sales organization starts with building the content, processes and tools that drive the quadrants of sales effectiveness – message, sale, plan and talent. Beyond those areas are key tenets that top sales leaders follow. Their adherence to these fundamentals result in higher performance, increased productivity, revenue and market share.
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Categories: Sales Leadership | Sales Negotiation | Sales Process
A great sales process should include a great negotiation strategy - one that helps professional buyers fully understand the value and differentiation of each option. And one that helps them make the best decisions for their company. As a sales leader, you need to enable your team to prove the fit and justify the value of your offering in a way that allows you to preserve margin and charge a premium for your product and services.
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Categories: Sales Leadership | Sales Messaging | Talent Management
There is a sales motion in every organization that drives sales productivity and ultimately, accelerated revenue growth. When you see companies that are outpacing their competition, it’s because they’ve defined a consistent sales motion and have aligned their functional areas behind it.
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Categories: Sales Leadership
Bowling Green, Ohio is one of the flattest places on earth. However there is one area located on the campus of Bowling Green State University which, at times during football practice, looked like Mt. Everest to me. This area is known as “The Hill” to BGSU football players. I hated this hill and this hill hated me. It stands ominously on the outskirts of the BGSU practice field. The players are sent to run this hill for basic conditioning and also as punishment for screwing up. In other words, me and this “Hill”, we got history. Recently, this hill has come to have special meaning to me. It’s become a symbol of being uncommon. So much so, that I wanted to share the story with you.
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Categories: Sales Leadership | Sales Process
Is your sales process equipped to support your sales team in scaling revenue growth? Are there red flags and gaps that may require a new approach to drive repeatable wins and high-value margins? If you want to grow your sales organization, you need a sales process that provides the tools to manage, reinforce, and coach on every pipeline opportunity. Whether you want to increase your average sales price, improve the reliability of your forecast, or increase your cross-sell opportunities – your sales process needs to align with your buyer and be consumable for your sales team.
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