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Why Millennials get close more deals

Why Millennials Outsell Traditional Sales Reps: 3 Key Facets of the Digital-age Selling Strategy

There’s nothing that grinds a millennial’s gears more than wasting time. Which explains why we turn our nose up at the traditional sales approach. Cold calling, long presentations, and frequent rejection? Yeah, we’re all set. It’s tempting for managers from…

How B2B Enterprises Drive Successful Value Selling: 5 Tips on How and Where to Start

CRM data from organizations adopting value selling show that opportunities where a Value Proposition is used (1) have 5-15% higher win rates and (2) 5-25% higher price outcomes. This is reason enough to invest the time and bandwidth to provide…

What do You Do for Your B2B Customers? Flexible Case Studies Increase Qualified Sales Opportunities

How useful is your marketing content? Does it support effective customer conversations? Does it help sales increase the number of qualified opportunities? On average, buyer executives are rarely impressed by the content that sales uses.  A Forrester buyer survey found…

B2B Sales Reps Want Sales-ready Content – Not More Sales Enablement Programs!

What’s your immediate reaction to these research findings for B2B sales people? Executive buyers were asked by Forrester Research- Are vendor sales people prepared for your meetings? 77% of reps failed to understand my issues and where they can help!…

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3 Habits of Enterprise B2B “A-players” to Win More Deals at Higher Prices

The “moment of truth” for B2B sales reps selling complex enterprise solutions involving multiple stakeholders is the time presenting and interacting with customers. A recent Richardson Training whitepaper stated, “Sales Professionals who prepare and deliver meetings of high value to…

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