b2b sales

The need for relationship mapping in complex sales

By |2018-09-28T11:44:22+00:00September 26th, 2018|Categories: Guest Posts|Tags: , , |

We all know that B2B sales are getting tougher and one of the key reasons is the continuing growth of the number of people involved in the buying process. We’ve gone from focusing on a C Suite decision maker to engaging and understanding a prospect committee. They’re now referred to as the buyer team and are part of a consensus decision-making process.

Sales Performance – How Challenger™ Sales *Closes Larger Deals

By |2017-06-18T17:53:34+00:00December 15th, 2016|Categories: Uncategorized|Tags: , , |

SDM supports all sales training models, especially the ones that predominately service small to mid-sized companies. There are literally hundreds of flavors, some with long, often cumbersome programs that span over weeks or months, some that deliver for 10 Sales Reps to 100’s, and some that focus only onone skill set

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