Insights, page 10
A practitioner library on targeting, qualification, deal progression, stakeholder work, manager coaching and methodology adoption.
Sales Communication Skills: Listening and Clarity
Develop sales communication skills through better questions, active listening and clear explanations. Use practice and feedback to address specific weaknesses.
Strategic Sales Force Management: Team and Process
Connect sales force management with business priorities, team structure and coaching. Review how processes and tools support the work expected of each role.
Salesforce Enterprise Cost: Budget and Contract Review
Assess Salesforce enterprise costs beyond subscription fees. Review implementation, support, additional products and contract terms when preparing the budget.
Strategic Prospecting: Account Selection and Outreach
Build a prospecting plan around suitable accounts, buyer roles and relevant outreach. Review the information and follow-up process needed to support the team.
Account Management Strategies for B2B Relationships
Develop account management strategies through research, relationship planning and regular reviews. Connect proposed growth with the customer’s priorities.
Miller Heiman Strategic Selling: An Introduction
An introduction to Miller Heiman Strategic Selling and its approach to complex B2B opportunities, buyer roles and planning the next steps in an account.
Sales Strategy and Planning: Turning Choices Into Work
Distinguish sales strategy from the operating plan. Define target customers, priorities and responsibilities, then review the measures used to assess progress.
Client Acquisition Strategy for B2B Teams
Plan client acquisition around a defined audience, suitable channels and a clear offer. Review how targeting, outreach and measurement work together.
How to Negotiate a Business Deal: Preparation and Terms
Prepare a business negotiation by understanding interests, alternatives and limits. Explore trade-offs and check the terms before committing to an agreement.
Zone of Possible Agreement: ZOPA and Alternatives
Understand the zone of possible agreement and your alternatives. Use preparation and questions to assess whether a workable deal is possible.
Communication and Negotiation Across Cultures
Prepare for cross-cultural business negotiations by checking expectations, communication preferences and decision processes rather than relying on assumptions.
Sales Negotiation Training: Preparation and Practice
Plan sales negotiation training around alternatives, limits and trade-offs. Practise discussing value and terms while protecting a clear basis for agreement.
See how Sales43 would work for your team
Request access and The Sales Arc will arrange a walkthrough.