You've heard people say, "Ditch the pitch." What is your reaction to that statement? Do you consider it blasphemous or treasonous? Does it insult your sales sensibilities? Is it possible that presentations have become passé? So that we're all speaking the same sales language, let's clearly define our terms: a "pitch" or "presentation" is when you, the salesperson or company representative, stand in front of an audience of four or more in a conference room, town hall, or general session or sit across…  Read this blog >

With all the changes in business, one thing remains the same: business is about people. Despite globalization, technology revolutions, social networks, and razor-thin competitive margins, business is still about people working with people. People who can’t connect effectively with others rarely do well in business. Consider sales, for instance. We buy things from people we have positive relationship with, people we like and trust. And if those relationships stay positive, we keep buying from them over many years…  Read this blog >

This white paper examines 6 challenges that CSOs face in the current environment, and provides recommendations on how to most effectively address and convert these obstacles into opportunities and competitive advantage. You will learn key actions you can take to: 1) Increase Sales Capacity and Coverage 2) Drive Growth in a Challenging Economy 3) Improve Sales Execution 4) Increase Channel Visibility and Optimization 5) Transform Your Sales Organization…  Read this white paper >

Many sales leaders struggle to find cost effective ways to train and coach a large, widely dispersed sales force. Today you can enable your team virtually to maximize your return on coaching and training efforts. Download this free white paper and learn how to capture your sales team's tribal knowledge in order to: 1) Find cost-effective ways to create teams that use consistent messaging. 2) Create a culture that accommodates how salespeople learn best. 3) Give existing and recently on-boarded reps easy ways to access information…  Read this white paper >

According to CSO Insights, administrative tasks related to the order workflow process prevent most sales reps from achieving peak productivity and closing more deals. This report reveals how sales leaders can help end the paper chase by using Sales 2.0 tools that: 1) Allow reps to spend more time with customers and close more deals 2) Reduce human errors in contracts and thus minimize legal risk 3) Ensure that deals don't get lost in the cracks 4) Accelerate the closing process and thus minimize threats from competitors…  Read this white paper >