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Sales Stories: Communication, Strategy, and Leadership

This series of articles will arm you with the critical skills necessary to prove value to customers, craft effective deal strategies, and lead a team.

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The articles feature real-life situations and examples so you can see how to put the principles into practice.

Communication

Sales Stories - Communication/Stages

Discovery: What did we Learn?

Your team is probably falling into the discovery doom loop of not gathering useful information from prospects. Break the loop! Get the information you need to sell effectively and use it to shape your sales conversations.

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Demos: Principles for Structure and Impact

Too many teams lose winnable deals by giving demos that spew features instead of proving value. Here's how to run a software demo that advances the sales process.

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Emails: Affirm - Ask - Benefit

Keep deals moving by clearly articulating the next step you want and why it helps your prospective customer. This framework will show you how.

Strategy

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Call Prep: What if They Say Yes? What if They Say No? What if They Say Maybe?

Getting ready for an update call where the prospect is going to let you know where things stand with the deal? Be prepared for whatever happens!

How to Have a Creative Negotiation

Gearing up for a high-stakes negotiation? Here's how to approach negotiation as a joint problem-solving exercise and stay creative even when the pressure is on.

Negotiation: I'm Just Brainstorming

Here's a killer line for situations where you want to negotiate collaboratively but also want to cover yourself in case you find yourself across the table from a shark! 

Leadership

Guerrilla Sales Enablement

Bad enablement causes good employees to fail, creating continuous staff churn that burns revenue and commercial opportunities. You can enable your team even with limited resources; this article will show you how!

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The Hidden-Gem Hiring Process

Lots of companies hire bad sales reps because they fool themselves: They chase after reps that look great but can't deliver. Get the great reps that other companies miss by following the hidden-gem hiring process.

Great Quarterly Business Reviews

Great QBRs can get your team focused on the right actions and spot lurking issues that are destroying your team's performance. Here's how to make them happen.

More Articles Coming Soon!

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