When one person's judgment and execution determines whether your team hits its number, you don't have a sales team. You have a person with helpers. Here is what actually changes that, without replacing your tools or adding headcount.
Every field in your CRM is filled. Every deal has a champion. Your forecast still misses. After analyzing more than 40,000 complex B2B opportunities, here is what your deal health methods cannot measure...
Most account plans describe the account but fail to drive action. Learn the question high-performing teams answer to turn account planning into execution.
That distinction is not semantic. It is the difference between having data about a problem and actually solving it.
Most account plans look polished but fail to drive results. Learn what a useful account plan actually looks like and how it moves real opportunities forward.
Many healthcare B2B solution companies sell like they’re sprinting a 100-meter dash when they should really be running a carefully choreographed 10K, and for huge deals, maybe a marathon. A hospital CIO downloads a white paper, a clinician likes your LinkedIn post,...
I want to highlight the difference between a process and a methodology. Challenger, Sandler, MEDDICC, and Miller Heiman offer excellent, well-researched training, but it needs to be adapted to fit into a complete sales process. We've integrated best practices into...
Design thinking in B2B healthcare sales enhances customer understanding and relationships. In B2B healthcare sales, challenges are abundant and multifaceted. Sales leaders must navigate a landscape filled with new technologies, the ongoing impact of COVID-19,...
The article is reprinted from Authority Magazine. The B2B marketing landscape is a complex and evolving space, with its unique challenges and opportunities. Navigating it effectively requires well-thought-out strategies and insightful tactics. With a myriad of...
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 (SVS) clients. The...