Iannarino
MAY 13, 2023
One of the most important things about the One-Up approach you find in Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative , is that it positions you as an expert and authority on the results you help your clients improve. Leaders and decision-makers don’t want to buy from a salesperson; they want to buy from a business advisor who has experience.
Heinz Marketing
MAY 13, 2023
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. How to Measure the Effectiveness of Your Sales Process by Tristen Taylor Keeping tabs on the effectiveness of your sales process is critical to helping you gauge the health of your sales organization and ultimately lear
Partners in Excellence
MAY 13, 2023
BHAGs are “Big Hairy Audacious Goals.” The term was, apparently, developed by Jim Collins and Jerry Porras. I first became familiar with it from TJ Rodgers, CEO of Cypress Semiconductor. What I find fascinating about BHAGs is to achieve them, you are forced to rethink everything you do. Doing more of what you currently do, or even doing better at what you currently do is, usually, insufficient.
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