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September 23, 2013
Top Sales Hunters Understand the Buying Team and Process to Increase New Account Sales
Welcome back to our series on best practices of top account acquisition sales reps. In this post, we share the fifth best practice as discovered through interviews with top account acquisition reps. Best practice 5 is that top sales hunters clearly understand the buying team and buying process for their target accounts. Having a differentiated...

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September 13, 2013
4 Key Trends in Sales Force Effectiveness
We have all heard that markets, customers and our sales environment are changing. Buying behaviors are changing. Customers are changing. Expectations inside the sales organization are changing due to the growing Millennial Sales Force. The ability to be flexible and readily adapt to change is a critical capability to ensure the effectiveness of your sales...

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July 10, 2013
Top Sales Hunters Build Compelling Value Propositions and Emphasize Them When Prospecting
This week, we will share with you the fourth best practice as discovered through a series of interviews with top account acquisition reps. Best practice #4 is: Top Hunters build compelling value propositions and emphasize them when prospecting. Now that we have discussed developing insights, let’s get into how to use them. Ultimately, the value...

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