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Navigating Complex Sales with the Access Sales Call

By David Jacoby

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In most sales situations, prospecting means setting the appointment while the actual selling occurs during the meeting. This distinction gets murkier when you're selling into a complex sales account. Here's why.

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10 Criteria to Assess if an RFP is Worth Your Time

By Ray Makela

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One of the most important decisions a sales professional can make is whether to pursue a deal. Chasing bad, unqualified deals takes up time, resources and distracts focus from more desirable deals that are likely to close. Yet many salespeople have "never met a deal they didn’t want to chase." Perhaps it’s ego, maybe optimism, but they find it hard to say no.

Great salespeople, however, are brutally honest about assessing whether an opportunity is worth chasing. This is particularly true about RFPs.

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Best Sales Strategy with Accounts Undergoing Reorganization

By Ray Makela

One of your accounts is being reorganized. Your contacts were advancing an opportunity, but now everyone is entering a survival mode, the company freezes budgets, and all decisions are put on hold. What's the best sales strategy in these cases?

In this Q & A, Ray Makela challenges you to think of these situations as an opportunity to reframe the conversation and position yourself as a trusted advisor. Watch this video to learn how and don’t let these accounts fall through the cracks.

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Pay it Forward to Develop Great Customer Coaches

By Ray Makela

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In today's challenging and complex selling environment, having a great customer coach (or better yet, customer coaches) can mean the difference between winning and losing your next big deal. By customer coach we mean anyone inside or outside the organization who can help you and wants you to succeed. We’ve probably all had these coaches or advisors in the past, and once we identify them, they can be worth more than their weight in gold. 

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Multi-Level Selling in 4 Helpful Steps

By David Jacoby

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Here are a few common sales problems: you have gone through the entire sales process only to find out that the person you've been selling to isn't the “real” decision-maker; or maybe you were not able to gain access to the ultimate decision maker; or you've been working on an account, but the real decision process (who, when, how) is still unknown. Sound familiar? 

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