Up against a strong incumbent? Be the game changer!
If you want to get the customer’s attention, and differentiate yourself as someone who is looking out for the customer’s long-term benefit, then you must think big. Start with the end in mind.
Profitability & ROI: The new language of selling
How to win over an entrenched incumbent with value selling
5 actions every new sales leader must take in their first 30 days
You can’t sit on your hands – but you don’t want to do anything stupid.
Here’s what to do out of the gate.
Winning legions of early adopters
A medical diagnostics company uses a simulation to help its sales reps win over key influencers and skeptical hospital purchase authorities
Supporting aggressive growth plans with assessments
A large health insurance company identifies new sales competencies required and assesses the talent profile of incumbents to perform the new roles.
Retooling sales managers with just-in-time coaching
Reps at this international manufacturing firm can better address revenue opportunities using the sales coaching tools on their mobile device.
Helping salespeople compete on value rather than price
A major office supplies distributor is growing its margin by helping its sales reps gain financial understanding
