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Why Deals Get Stuck

By David Kurkjian
Friday March 8, 2019
business closing creating value General Prospecting sales selling value

When you get to the end of the sales process, the Value that you are holding out to the prospect has to be greater than the Ask. This increases the potential for more deals to move into the latter stages of the sales process.

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Why Your Reps Are Blowing THE Most Important Sales Conversation

By Ryan Lawson
Wednesday January 16, 2019
business closing creating value General Prospecting sales selling value

The most important sales conversation that your reps are having with your prospects is the first on [...]

2 Levers to Lift Revenue

By Katie Coalson
Wednesday January 16, 2019
business closing creating value General pipeline Prospecting sales selling value

Increasing revenue and profitability may be difficult but are not complicated. The simplest appr [...]

How to Break Free from the Seller’s Apathy Loop

By Katie Coalson
Wednesday January 16, 2019
business closing creating value General Prospecting sales

In a recent buyer’s preferences study by CSO Insights, researchers highlight how buyers [...]