What is the number one indicator that you will win or lose a deal?

For complex, enterprise deals that require prospects to make significant changes, you need a coach within the buyer organization. We analyzed almost 10,000 complex sales opportunity records from several of our SalesSparx Shared Vision Selling...

How Does Salesforce.com Grow Their Revenue 100% Each Year?

Design Thinking drives their sales process (Forbes, Jan 15, 2019 – Why Design Thinking Is The Future Of Sales). Design Thinking was first used for urban planning and later adopted by Apple to rapidly innovate...

The 3 Golden Rules Of Selling

Several years ago I had just been promoted to a sales VP role, and my new boss wanted to meet to do some “sales training.” He was a former, very successful, partner at a Big...

Stop Making The Solution About You!

The proposal stage is a common sticking point in the sales process that delays the sales cycle.  Why? Often sales teams listen well in the Discovery Stage, but do not tailor their offering sufficiently to...

Nail Your Sales and Revenue Forecasts, or Else!

Reliable sales and revenue forecasts are critical to predictable business results. However, our research has shown only 57% of companies actually hit their forecasts. Without information to better predict sales success and how those sales...

Start Speaking C-Suite

Cs (CEOs, COOs, CIOs, etc.) speak their own language. They are focused on strategy, team-building, market share, growth, margins, competition and capital allocation. Before you meet, do your research on their company and have a point...