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Why you need to do more than name + define your sales pipeline stages

By Bob Apollo, Inflexion-Point - October 20, 2014

The state of the sales pipeline reflects the health of any sales process - and in anything other than the simplest of sales transactions, that process goes through multiple stages.

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Providing a map & shared language – Why sales process is key

By George Brontén - October 20, 2014

Faced with more competition than ever before, companies are dedicating more and more resources towards communicating what makes them stand out. However, for customers researching solutions online, offerings look very similar. While differentiation is important, HOW you sell is key to success - and will become even more so in the future.

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Why Coaching Is Key for Future Sales Performance

By George Brontén - October 20, 2014

Leading b2b sales teams in today’s competitive market is tough. The selling landscape has become much more competitive and buyers more knowledgeable. Global financial instabilities and high workloads create additional difficulties.

Because of the changed landscape, the sales profession needs to improve. How you sell is becoming just as important than what you sell. 

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B2B Sales = Change Management

By George Brontén - October 20, 2014

Working with complex b2b sales is really about change management. You are helping people make the improvements needed to move their business in a positive direction. However, in order to improve, they will need to change how they do things and you are interrupting their status quo. The more risky and cumbersome they perceive this change to be, the more complex the deal becomes. 

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Why Doesn't Sales Methodology Get More Attention?

By Dave Kurlan, Objective Management Group - October 20, 2014

According to FreeDictionary.com, the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." Over time, the definition has changed and one present day version is, "A body of practices, procedures, and rules used by those who work in a discipline."

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Efficiency, effectiveness and the role of CRM

By George Brontén - October 20, 2014

Quick – what’s the difference between efficiency and effectiveness? Don’t worry, these two words can confuse us. Efficiency measures how fast you do something, while effectiveness tells you how useful your efforts are towards reaching an intended end result.

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Stalled Deals

By Dave Brock, Partners In EXCELLENCE - October 20, 2014

We all have them, we know what they look like. They’re stuck. We look at aging reports and see them staying in the same stage of the pipeline, not moving forward, getting older, moldier as time passes. Sometimes, I see entire pipeline’s clogged up with stalled deals–I feel like calling “Roto Rooter.” The longer a deal is stalled, the less likely it’s going to happen.

There are a lot of things that cause deals to stall, let me review a few that seem to be the biggest–with some ideas about how to free them up.

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Pass the Baton, not the Blame

By Fredrik Jonsson - October 20, 2014

Ever heard of sales and marketing not getting along? You’re not alone. Aligning marketing and b2b sales has quickly become a top priority for companies around the world. What’s the perceived problem, in 50 words or less?

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The journey to B2B sales excellence

By George Brontén - October 20, 2014

Welcome! This blog is intended to share thoughts on how to elevate the sales profession – specifically within complex b2b sales. Our goal is to be a catalyst on the journey to b2b sales excellence.

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