Are Shorter Sales Presentations Better?

Sales teams hear it all the time: “Keep it short and sweet.”

The Challenger Customer: A Q&A with Matt Dixon (Part II)

Editor’s Note: This is part 2 of a two-part interview between author and consultant Tim Sanders and Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” You can read part 1

The Challenger Customer: A Q&A With Matt Dixon

Editor’s Note: TimSanders, author of “Dealstorming,” interviewed Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” This is part one of a two-part interview.

Are Your Sales Teams Order Takers or Collaborators?

The time has long passed since a sales team could assume that a great presentation about their product or service would get them the orders they were after.

5 Best Practices in Lead Scoring from the Lens of a Revenue Marketer

Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey.

The Next Step for Your Insights Message

Selling with insights is no longer optional — it’s mandatory for salespeople hoping to tell a distinct and remarkable story.

Executive Calling: The Wisdom Behind Calling Higher

For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea has persisted but the business environment has undergone many changes.

Finance: A Sales Force’s Greatest Asset

How does your company improve profitability? And who is responsible for this growth?

Hot Lessons from Hotel Lobbies

Have you ever spent time browsing the racks of promotional pamphlets that litter the lobbies of lower-priced hotels?

Strategy vs. Sales Skill – A Las Vegas Showdown

As veteran consultants, we have worked with practically every type of sales force, so we are rarely surprised by the clients we encounter.

Six Ways to Handle Rejection

In the 2008 Olympics, Michael Phelps won the gold medal in the men’s 100M butterfly beating out Milorad Cavic by a mere .01 second. Literally, in the 1/30th time it takes to blink, Phelps’s dreams were realized and Cavic’s dreams were dashed.

Discover Yourself

There are eight steps in the process for you to discover yourself. Some of you can get through them in a few days, and for some others it may take weeks, or even months.If you have never really thought about your life as having mission and purpose, it will take you longer.

The Three New Rules of Sales Enablement: Just in Time, Situational, and Personalized

It’s a classic enterprise sales rep scenario. In a day packed with in-person meetings and phone calls to chase down deals, your field sales rep is tied to a table at a Starbucks between client locations.

Avoiding the ‘Just Another Vendor’ Trap

We live in the era of the vendor. Any given company is probably working with a number of vendors, from outsourced tech support to marketing agencies, who in turn may have their own subcontractors. The competition for business is intense.

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