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May 23, 2017
We Are 5 Months Into the Year – Are You Positioned to Deliver Sales Results?

The SOAR Report | May 2017 | We Are 5 Months Into the Year - Are You Positioned to Deliver Sales Results? (newsletter)

We Are 5 Months Into the Year – Are You Positioned to Deliver Sales Results?

In This Issue of the SOAR Report:

The sales year is moving fast. Now is the time to evaluate how well you (or your organization) is positioned to deliver on upcoming monthly, quarterly, and annual objectives. Why is now so critical?

Research suggests that sales cycles are getting longer in many markets. Buyers are assembling larger and more cross-functional buying teams. The holiday season is approaching which makes it more difficult to have interactions across the buying team.

See these assets for more to help you get best positioned to deliver:

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March 29, 2017
Which Sales Opportunities are Diamonds in the Rough?

The SOAR Report | April 2017 | Which Sales Opportunities are Diamonds in the Rough? (newsletter)

Which Sales Opportunities are Diamonds in the Rough?

The birthstone for April is the diamond. Diamonds form deep in the earth under extreme heat and pressure. They are forced from their hiding places by nature or by man. Only then can the diamonds be cut and polished to let the natural beauty shine. And the potential value realized.

As you approach the next sales quarter, consider which sales opportunities in your funnel or pipeline are the diamonds in the rough. Each have been (or will be) hard to find, so treat them with care. Each sales opportunity must be shaped and polished to realize the potential value (to you and the customer). Accomplishing this realization of potential value will require focus, effort, and execution.

Here are some resources that can help:

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March 7, 2017
Changes in Seasons and the Sales Environment

Strategy creates your Opportunities which drives your Actions that deliver the Results | Changes in Seasons and the Sales Environment

Changes in Seasons and the Sales Environment

Change is all around so that is the focus of this month’s newsletter. As we enter March, we can see changes in weather, ecology, and hours of daylight that represent a transition from one season to the next. For the Northern Hemisphere, this is the move from winter to spring. For the Southern Hemisphere, this is the move from summer to autumn. For both hemispheres, there are continuing changes in the sales environment.

Changes in the sales environment

Changes in the sales environment was a focus at recent meetings of the Sales Leadership Community:

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January 17, 2017
Happy New Sales Year!

Strategy creates your Opportunities which drives your Actions that deliver the Results

Happy New Sales Year!

For many of you, the new calendar year ushers in the new sales year as well (with new sales objectives and quotas). In this month’s newsletter, we’re sharing posts to provide you with perspectives and views to help get off to a fast sales start.

Speaking of perspectives, check out our latest blog post, “3 Reasons You Need Perspective Going into the New Year.”

New sales years often mean sales strategy changes. Check out this post on how top sales leaders use communication and compensation to motivate change and strategy adoption.

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December 5, 2016
Finish the Sales Year Strong and Celebrate Achievements

Strategy creates your Opportunities which drives your Actions that deliver the Results

As 2016 comes to close, it is a good time to celebrate what went well and focus on goals for the new year.

We would like to celebrate:

  • Our clients and the opportunity to contribute to their growth
  • Our new book, Change Velocity: The Secret to Leading a Successful Sales Transformation; Thank you to our Editor, Grace
  • The great work our interns, Nathan and Maggie, from the University of Georgia Terry School of Business MBA program did for the Sales Leadership Community and our Remote Sales Research initiative
  • The Sales Leadership Community expanding its impact on future sales leaders
  • Seven years of contributions to the growth and development of SOAR clients by John, our VP of Client Engagements
  • World class business impact of projects lead by Don, our Practice Leader Sales Strategy and Execution – more to come on this!
  • Fresh perspectives from an old friend, Kerry Frederick, who has joined the SOAR Team
  • A fresh look for the SOAR Website led by Matt, our VP of Strategic Programs with the support of Greg
  • A proactive social media presence for SOAR deployed by Laura with support from Matt
  • The new year ahead and opportunities to SOAR again!

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