Insights, page 11
A practitioner library on targeting, qualification, deal progression, stakeholder work, manager coaching and methodology adoption.
Sales Negotiation: Value, Trade-Offs and Agreement
Prepare sales negotiations with a clear view of customer priorities and your own limits. Discuss trade-offs, confirm the terms and plan what follows agreement.
Executive Engagement: Research and Relevant Discussion
Prepare executive engagement through business research and a clear reason to meet. Connect the discussion to the executive’s priorities and decisions.
Selling to the C-Suite: Preparing the Conversation
Prepare to sell to senior executives by understanding business priorities and supporting your case with evidence. Focus the discussion on their decisions.
Presenting to Senior Executives: Content and Questions
Prepare an executive presentation with a clear recommendation, supporting evidence and room for questions. Focus on the decision the audience needs to make.
Executive Presentation Training: Business Cases
Develop executive presentation skills through research, clear recommendations and discussion practice. Prepare presenters to answer difficult questions.
Sales Coaching Techniques for Managers
Use sales coaching techniques to examine real work, give specific feedback and agree an action. Adapt the approach to the salesperson and review progress.
Sales Team KPIs: Running a Useful Performance Review
Use sales team KPIs to investigate changes, compare results fairly and agree follow-up actions. Check the records before prescribing coaching or new targets.
Outsourced Sales Teams: Models, Risks and Oversight
Evaluate an outsourced sales team by scope, capability and working arrangements. Set responsibilities, reporting expectations and a process to review quality.
Managing a Sales Team: Priorities, Coaching and Reviews
Manage a sales team through clear priorities, coaching and useful performance reviews. Check that tools and processes support the work people need to do.
Inside Sales Manager: Responsibilities and Skills
Review the inside sales manager's responsibilities for team direction, coaching and performance. Consider the data and tools needed to support those decisions.
Area Sales Manager Job Description and Responsibilities
Define an area sales manager role through territory responsibilities, team leadership and customer work. Review the skills and qualifications it requires.
Sales Director Job Description: Scope and Requirements
Write a sales director job description with clear commercial responsibilities, leadership expectations and qualifications that reflect the business’s needs.
See how Sales43 would work for your team
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