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Sales Articles & Whitepapers

Selling Virtually: Everything Has Changed, Yet Nothing Has Changed

Selling Virtually

As salespeople continue to adapt to the current environment, it's easy to think, "everything has changed." While this may seem true, what hasn't changed are the rock-solid principles of the Counselor Approach to selling. In this article, we'll examine how success for your organization comes from recognizing what has changed and what has not.

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Special Rerelease: How to Sell to Value in the New Sales Environment (e-Book)

Do your salespeople know how to determine value for each customer opportunity? As many organizations were forced to make changes, your customers’ idea of value has likely changed during this tumultuous year as well. learn more

Successful Sales Enablement: Bridging the Gap Between Strategy and Execution (Point of View Paper)

Successful sales enablement requires an approach that bridges the gap between the sales strategy and execution, and provides the salesforce with all of the information and resources they need to generate revenue. Read more about how to build an approach that yields results. learn more

Successful Sales Skills for Increasing Win Rate and Profitability: An Evidence-Based Strategy

Salespeople’s drive to win is key to their success—but their drive combined with a challenging environment can cause them to pursue any deal at any cost, which means they invest time and resources on improbable and unprofitable deals. In this article, we'll discuss the evidence-based approach that leads salespeople and managers toward high-probability and high-profitability opportunities. learn more

Why Is My Banker Smiling? The Erosion of Customer Trust in the Banking Industry

Customer experience will overtake price and product as the key brand differentiator. Trust is vital, yet lacking in the financial industry. Institutional brands must provide enhanced value with a differentiated customer experience. But how? Learn more. learn more

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