How to Build an Effective Prospecting Plan
Every sale starts with finding new potential customers. With the right prospecting plan and goals, this doesn’t need to be so difficult.
Navigating the CFO’s Mindset: What Every Seller Should Know
Here are some of the key principles sellers should note when engaging financial decision-makers in large enterprises.
Renewals at Risk? Time to Be Proactive
Need help getting proactive to protect your critical accounts? Here's some insight to help you stay ahead of the game.
The Real Deal with Dave Graswick: It’s Getting Hot in Here
Time for another edition of The Real Deal, where our sales expert David Graswick answers burning questions from Strategic Sales Network members. This time, he tackles everything from setting couches on fire (you read that right) to re-igniting your skillset in a tough economy.
4 Strategies for Building a Champion in a Remote World
Building a champion in a remote-first world presents unique challenges. These four tactical strategies can give you an edge.
C-Suite Engagement Guide
Getting to the c-suite isn’t easy—but it’s not impossible either. Here’s everything you need to know about how to engage the c-suite the right way.
The Real Deal with Dave Graswick
In this edition of The Real Deal, veteran sales expert David Graswick answers four questions that show how a focus on preparation and efficiency can make a significant difference in driving sales success, particularly amidst today’s economic obstacles.
MEDDIC Sales Methodology Guide & Template
Too often companies focus on generating as many leads as possible. Instead, they should be focused on qualifying (and disqualifying) leads so the sales team doesn’t waste their time on the ones that will never progress to wins. The MEDDIC sales methodology does just that.
3 Reasons Elite Sellers Embrace Strategic Relationship Management
Strategic Relationship Management (SRM) is about deepening and expanding your connection with customers by aligning around a clear understanding of their needs. This is in many ways something that the highest performing salespeople have been actively working at for years. So what did they know that other sellers didn’t? And...
How Consulting Firms Can Drive Growth Through Targeted Business Development
Sales growth in the consulting industry is under pressure. Costs are rising, and companies are hiring more experts to keep up with demand. But is this enough?