Here are some of the key principles sellers should note when engaging financial decision-makers in large enterprises.
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.
Building a champion in a remote-first world presents unique challenges. These four tactical strategies can give you an edge.
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.
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.
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...
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?
Today’s buyers are busy and bombarded with outreach—so how do you stand apart from other sellers? Relevant messaging content and strategic processes are key to booking meetings, growing pipeline and impacting KPIs.