Field Guide Effectively Communicate Four Types of Value to Your Buyers? Your solution delivers value to buyers in different ways. This field guide presents the four types of value a buyer may see in your solution – Business, Experiential, Aspirational, and Personal – along with guidance for uncovering them and messaging each effectively. Use these …
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Field Guide 7 Types of Role Plays to Practice With Your Sales Team Done well, role play is one of the best ways to train, coach, and improve skill levels. Sales managers need actionable approaches that enable them to effectively develop their teams. In this field guide, you’ll learn about different types of role plays …
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eBook Win Deals with Multiple Decision Makers In recent years, business-to-business (B2B) buying decisions have involved more decision makers, stakeholders and other interested parties. Despite this seismic shift, many sales teams have not provided their sellers with a formal way to navigate these complex situations. In this eBook, you will learn practical ways to approach these …
Expert Guide Don’t Just Manage, Coach Your Sales Team We asked several thought leaders in sales and sales management to demystify sales coaching. These sales coaching experts provide tips that can help companies build the coaching culture they’re looking for within their sales organization. In this guide, you’ll learn: How coaching requires focus, intention, and …
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