How to Match Your Sales Tactics to Your Company's Strategy

How to Match Your Sales Tactics to Your Company's Strategy

It’s easy to confuse the terms “strategy” and “tactics.” Simply put, a strategy is a plan to achieve a goal or an aim, while a tactic is a carefully planned technique to reach a specific outcome. Because a tactic that is perfect for one strategy can be ineffective in ...

The Rise and Fall of Automated Prospecting

The Gist: Technology used wisely is a blessing. Used poorly, it's a curse. Technology has been offered as the single answer ...

Improving Your Discovery Call

The Gist: The discovery call is a critical conversation with a large bearing on the rest of the sales conversation. Yet most ...

The Problem with Problems and Pain

The Gist: It is no longer enough to identify your client’s problem, especially when it’s already well-known. Less than half ...

How You Are Enabling Sales Prevention

The Gist: Some current sales practices actually prevent deals. We have been bamboozled into choosing efficiency over ...

How Your Email Campaigns Harm Your Results

The Gist: We have reached peak email prospecting, the point when its effectiveness begins an inevitable decline. Two emails ...

How to Make Your First Impression Impressive

The Gist: You never get a second chance to make a first impression. Outdated approaches to sales, especially during first ...

The Small Screen that Commands Your Time and Attention

At 4:30 AM each morning, I am greeted by my most faithful companion: it never strays more than a few feet away. Every ...

How Your First Meeting Repels Your Prospective Client

The Gist: The way to a second meeting is a valuable first meeting. The reason clients disengage is because the conversation ...

The Sales Process Was Designed to Solve the Sales Organizations Problems

The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. Creating a ...
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