Sales Effectiveness Blog

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The Ultimate Guide to Articulating Differentiation

In complex B2B sales, there’s always a competitor in the sales equation. Even if your biggest competitor is “No Decision,” effectively articulating your differentiation, and the value you provide to your customer can make the difference between a closed deal and a lost opportunity.

Best-in-class sellers know how to effectively articulate differentiation in a way that connects back to the positive business outcomes their customers are trying to achieve. Having a solid grasp on how your products, services and company are different and better than the competition creates the opportunity for you to show value to your buyer.

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The Tools You Need to Build a High-Performing Sales Team

If you want a high-performing sales organization, you need the right people on your team. Best-in-class companies have tools and processes in place that help them attract, hire and retain top sales talent.

Here are some key tips to attracting top talent and building a high-performing sales team. 

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3 Tips for Building Stronger Relationships with Your Customers


Relationship building has become one of the most important facets of any business's sales strategy. Your relationships with your clients or customers can provide the needed advantage that helps differentiate you from your biggest competitors.

Try the following tactics to build stronger relationships with your customers and to create a business that is known for its ability to form long-lasting relationships.

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Why Social Media is a Critical Component to Your Recruitment Strategy

Knowing how to recruit top talent to your consulting firm requires staying apprised of numerous economic, technological, and social trends. A McKinsey survey found that although business leaders consider "customer engagement" as their top technological strategic priority, they say their biggest obstacles have to do with talent acquisition.

Great customer engagement can't happen without great talent acquisition.

Today's global economy is staggeringly competitive, and the ability of any business to innovate and grow depends on attracting and retaining top talent.  

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A Must-Have Checklist to Provide Better Sales Call Feedback

One way to improve your ability to retain your top sales talent is to regularly provide effective feedback through sales coaching sessions. Providing constructive and consistent feedback is an important part to of coaching your sales reps to success. Sitting in on sales calls can help you, as a sales leader, reinforce new methodologies and coach your reps to continually map their sales conversations to solving customer problems. Here’s a quick checklist of questions you can use to help you provide effective feedback.

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How to Create a Performance-Driven Company Culture

Thirty years ago, customers’ primary demands were related to product quality. Once international competition met and ultimately surpassed the existing quality standards, it became critical to build quality assurance into most elements of the manufacturing process in order to remain competitive. With that accomplished, while still necessary as the price of entry, quality could no longer be considered a significant competitive advantage. Twenty years ago, with higher quality standards in place, service became a competitive advantage and the driving force in winning market share. Consequently, demands for service forced suppliers to look at customer satisfaction as the primary criterion for success.

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Why You Can't Afford to Ignore Talent Retention

Thanks to technology and an increased focus on non-traditional assessment methods, forward-thinking companies are putting larger emphasis than ever before on effective recruiting strategies. Managers or team leaders responsible for driving growth , in particular, realize it’s no longer practical (or efficient) to delegate the recruiting process solely to human resources and have taken the reigns when it comes to selecting and comparing viable employees.