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Read the latest, articles, strategies, and news from ValueSelling coaches.
We’re driving down the final stretch. It’s crunch time for most sales and sales leaders. The quarter, and in many cases, the year is riding on the next three months. How many times have we seen customers hit the pause button? They ask for a larger discount since...read more
What makes a great sales professional is not simply the ability to sell but the ability to predict the sale accurately. We’re now into the last quarter of 2016, are you short of your goal for the year? Maybe you’re forecasting that the fourth quarter will be the best...read more
Who hasn’t been in a discussion with a client or prospect where, after 20 minutes, we find out they are well down the path and there is no need to continue the conversation? It can be incredibly frustrating to realize you’ve invested a lot of time you won’t get back....read more
There is a strong possibility that you may be working a deal with team members who haven’t been through a ValueSelling workshop. I often get this question from my students, “What can I do to make sure that everyone is aligned so that we can execute effectively?”...read more