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4 Steps That Can Optimize Your Sales Process

Harvard Business Review

Closing a sale is the result of earlier actions such as customer discovery, lead qualification, and performance management. Framework IT improved its sales process by better qualifying prospects, understanding key stakeholders, and promoting its differentiators, leading to increased deal sizes and customer satisfaction.

Sales 124
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Can AI Assistants Add Value to Your Sales Team?

Harvard Business Review

AI assistants are transforming sales by acting as digital coaches, analysts, and advisors to salespeople. They analyze sales pitches and provide personalized feedback, helping salespeople refine their communication and engagement strategies.

Sales 123
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Avoid These 3 Pitfalls When Giving a Sales Presentation

Harvard Business Review

A study examined the habits of almost 5,000 sales professionals whose livelihoods depend on their ability to build and deliver persuasive presentations. Here are the top three to avoid when giving a sales presentation: being overly informative vs. persuasive, failing to close, and “winging it.”

Sales 138
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Creating Alignment between Marketing and Sales | Winston Henderson

Peter Winick

Learning to understand how marketing, sales, and thought leadership can work together to create greater success. Are your marketing and sales teams aligned to the overall business goals of your company, or is each team focused on their own success? In addition, we can help you implement marketing, research, and sales.

Sales 244
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A New Way to Compensate Sales Teams

Harvard Business Review

Although the business environment is completely different than it was 20 years ago, the way most companies structure sales quotas and compensation has not evolved to keep up. To effectively compensate your sales team, follow these five steps. First, companies should determine their go-to-market maturity and set goals accordingly.

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Modern Sales and Marketing Techniques for Filling Your Sales Funnel

Ascend

Get a quick overview of how to combine digital marketing content with modern sales and marketing technology to pique prospects' interest, generate sales leads, and keep the sales funnel flowing.

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Using Thought Leadership to Earn Your Way Into Sales Consideration | Steve Watt

Peter Winick

An interview with Steve Watt about enabling sales and thought leaders for the long game. Not every sales person can or should be a thought leader, but they can always be a spokesman for the org’s thought leadership content. In addition, we can help you implement marketing, research, and sales.

Sales 240