Where Can You Create Value?

Great sales forces know where they can create value for customers and where they cannot. They understand that in order to invest their time appropriately, they have to separate the bad bets from the good ones, the customers who don’t value their effort from those who do.

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Foresight: Your Best Tool for Future Sales

Foresight is defined as knowledge or insight gained by looking forward.  As we begin to contemplate what 2016 will hold for us, consider the impact of a sales strategy informed by foresight and future trend data.

The concept of applying foresight to business strategy is not new or revolutionary.  Marketing leaders, Chief Strategy Officers and CEOs, for example, often seek information on trends, trying to get a sense of what the future might hold before they set goals and [Read more…]

The New Sales Discipline

The New Sales Discipline combines methods from traditional selling, traditional marketing, technology-enabled networking, and business data analysis, taking them all to a higher, more refined form.

If you are in the business of revenue generation (i.e. selling, marketing, business development, et cetera), your job has changed over the last several years.  Following are some of the notable changes: [Read more…]

Social Selling: An Evolution, Not A Revolution

Social selling gets a lot of attention these days. If one were to do a Google search right now on “social selling,” that engine will return roughly 687,000 results, many of them containing best practices for selling to buyers who are heavily engaged on social media.

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