In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.

If you lower your price, will you have a better chance of winning? Learn how to identify the buyers where additional discounts don't matter...and those that are secretly willing to pay more.

Your marketing materials are often the first things prospect see. Learn how to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even get a chance.

No variable compensation approach is ever going to be perfect, but you stand a much better chance if you're aware of the potential hurdles. This guide exposes the problems with various compensation schemes and explores potential solutions.

How can you tell if your sales strategy is really going to be effective? This diagnostic provides a straightforward self-assessment to help you evaluate the quality of your sales strategy.

After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.

Driving change in a sales organization can be a struggle and a challenge--and failure is all too common. In this tutorial, learn a more effective approach for championing new solutions in sales environments.

Some companies close deals rapidly at the expense of margins and profit. Other companies protect margins and control discounting at the expense of cycle-time and close-rates. In this guide, you'll learn how leading companies are able to achieve the best of both worlds.

The most costly deal negotiations often take place within the confines of our own organizations. In this guide, you'll learn the top 10 strategies for negotiating better deal outcomes with others inside your company.

In this video session, learn how to go about shifting the mix of customers you sell to on a regular basis to improve revenues, margins, close rates, and repeat sales…all at the same time

In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.

The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.

Relying on first-impressions, intuition, and gut-feel is just too risky when hiring salespeople today. This guide explores new options for infusing more objectivity and science into the process of finding good salespeople.

How to use competitive analysis to identify actionable opportunities to gain strategic advantage, expose competitive gaps, provide differentiation beyond price, and reduce competitive pressures.