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Sales White Papers

Download free copies of our latest white papers.

The Future of Consulative Selling white paper
Competencies of Strategic Account Managers

Competencies of Strategic Account Managers

Achieve stronger revenue, margin, and satisfaction growth in your named accounts while protecting from competitor inroads.

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How to Handle Sales Objections

How to Handle Sales Objections

Learn how to masterfully navigate objections and lead productive sales conversations that convert more closed business.

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the future of consultative selling white paper

The Future of Consultative Selling

Selling has changed more in the last 10 years than in the previous 40. Learn how to succeed with consultative selling in the new sales environment.

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8 drivers of sales performance white paper

8 Drivers of Sales Performance

Get a proven framework to drive your sales performance, plus a handy tool to help you identify opportunities for growth in your sales organization.

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increase win rates white paper

Increase Win Rates and Beat Your Sales Goals

Discover highlights of new research to help you improve your win rate, grow sales, and reach Top Performer status this year.

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sales opportunity management white paper

Optimizing Sales Opportunity Management

Learn 12 critical questions sales leaders must ask about their approach to sales opportunity management to shorten sales cycles and grow revenue.

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sales training white paper

World-Class Sales Training: How to Build Your Own Sales University

Learn how leading organizations develop sales universities to transform their sales results.

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insight selling white paper

Your Guide to Insight Selling Success

Buyers buy from sellers who are sources of ideas. Get tips and strategies that will help you transform into an insight seller.

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sales negotiation mistakes white paper

5 Common Sales Negotiation Mistakes

Negotiation advice isn’t universal, and some is flat-out wrong. Discover 5 common pieces of sales negotiation advice that cause sellers to slip up.

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b2b sales white paper

Success Guide for Maximizing B2B Sales

Packed with tips, scenarios, and examples, this guide will teach you the 5 factors that most separate sales winners from second-place finishers.

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sales coaching white paper

The 5 Roles of Top Sales Coaches

The average company that invests in coaching sees a return of 700%. Learn what makes a strong coaching program and transform performance.

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sales winners white paper

What Sales Winners Do Differently

Learn what behaviors separate sales winners most from second-place finishers, and the 3 behaviors that will help you win your next sale.

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existing accounts white paper

5 Keys to Maximizing Sales with Existing Accounts

Discover 5 ways high performers excel and the actions they take to enjoy major account and revenue growth.

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strategic account management white paper

Why Strategic Account Management Fails

Learn the 7 most common reasons why strategic account management initiatives fail and what you can do to make yours a success.

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why sales training fails white paper

Why Sales Training Fails

9 out of 10 sales training initiatives have no lasting impact after 120 days. Learn 7 common mistakes that derail sales training efforts and what you can do to avoid them.

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expert sales force white paper

How to Build the Expert Sales Force

Salespeople sell what they know and know what they sell. In this ebook, you'll discover the keys to building a sales force of fluent experts.

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RAIN Selling white paper

Keys to Leading Masterful Sales Conversations

Learn a research-based methodology to help you master sales conversations from the first touch to the close.

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