Month: January 2019

Your Customer: The True North of the Sales Cycle

Knowing how to build customer relationships gives you more flexibility. There isn’t just one approach to handling a large deal. You can make a big splash, solve the customer’s problem, and you’re done. Or, you can take the land and expand approach. Start small in one line of business, build a value case, and engage…
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Lead a Winning Sales Team With Counterintuitive Thinking

There is no shortage of sales tips — what to sell, when to sell, what to say, what not to say. However, like almost every other aspect of business, sales is constantly transforming as a result of new technology, and many “fail-proof” sales assumptions aren’t necessarily valid. As the way that we build and maintain relationships…
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10 Critical Sales Trends That Will Define 2019 (And Predictions)

It’s that time of the year again! Time for Sales Hacker’s Annual Top 10 Sales Trends and Predictions for the Future of Sales in 2019. Due to the proliferation of modern sales technology and people’s love of it, I added a new element this time. This new element is, “Companies to watch”. You know, since it’s…
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