In traditional account planning, the focus on customer value can quickly get lost in the industry analysis, competitive positioning, product white space, and relationship mapping.  Carrie Straub at Mursion shows how to change this formula

 They focus on the seller. And sellers do not close deals, buyers close deals.  If you are a seller, all you can do is guide. You can guide the buyer to understand the value of

During a recent conversation with @Kushal Saini Kakkar on the On The Flip Side podcast, Brent explained the Programmatic Prospecting Play. It means focusing every single prospecting campaign on creating new opportunities AND learning from

[et_pb_section fb_built=”1″ _builder_version=”4.10.4″ global_colors_info=”{}”][et_pb_row _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] How well do you leverage a diversity of backgrounds to build a high-performing sales team? “Building

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] How effectively do you use team-based learning to understand what your buyers value, so you can

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] How well do you harness your customers’ voice to sell faster into target market segments?   

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] What matters most in building a top sales team – recruiting or skills training?    “Our

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] When is the right time to build vertical expertise?    “It is never too early!” says

[et_pb_section fb_built=”1″ _builder_version=”3.22″ global_colors_info=”{}”][et_pb_row _builder_version=”3.25″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] Are you leaving money on the table because you are perceived as a point solution rather