You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.

Every once in a while, a sales technology comes along that purports to do things that just seem to good to be true. But does the reality actually line-up to the claims? We wanted to know. So we did our homework and talked to actual users. And what we discovered may surprise you.

As sales ops practitioners, we need to recognize that not everyone in management understands what we do. In this Express Guide, learn nine strategies and tactics for proactively enhancing the internal perceptions and profile of your sales ops function.

To help you gather and distill the essential information to create effective competitive kill sheets, answer the questions in these worksheets with as much detail as possible. An example of a fictitious competitive kill sheet is provided at the end of the workbook.

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.