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Sales White Papers

Download free copies of our latest white papers.

Download: 4 Steps to Fill Your Pipeline with Quality Opportunities Guide
Insight Selling Toolkit

How to Change the Buyer Conversation with Insight

Get the frameworks and tools you need to share new ideas, challenge thinking, ask incisive questions, and help buyers make better decisions.

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LinkedIn for Sales Guide

LinkedIn for Sales Guide

Learn to strengthen your profile, increase connections, and leverage LinkedIn for pipeline growth, plus get the LinkedIn Checklist and 15-Day LinkedIn Challenge.

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The 11 Principles of Influence in Sales

The 11 Principles of Influence in Sales

Learn how to maximize your influence across the sales cycle to help you improve your odds of winning—through buyer resistance and competing priorities.

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The Ultimate Virtual Selling Toolkit

The Ultimate Virtual Selling Toolkit

This kit includes the tools, frameworks, checklists, and tips that will help you master virtual selling starting today.

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4 Steps to Fill Your Pipeline with Quality Opportunities

4 Steps to Fill Your Pipeline with Quality Opportunities

Get a proven, 4-step process for creating conversations and filling your pipeline in the new normal and a fillable 9-page Attraction Campaign Brief template.

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Virtual Selling Skills & Challenges

Virtual Selling Skills & Challenges

Based on data collected in May 2020, buyers reveal where sellers are succeeding and failing in a virtual environment.

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9 Principles of Virtual Learning Success

9 Principles of Virtual Learning Success

Develop virtual sales training that drives participant engagement, learning, behavior change, and results.

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The 5 Most Effective Negotiation Tactics Buyers Use on Sellers

The 5 Most Effective Negotiation Tactics Buyers Use on Sellers

Arm yourself with the skills you need to identify and negotiate against hardball tactics used by buyers.

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Complete Guide to Sales Training Success

The Complete Guide to Sales Training Success

Develop a sales education system that builds sales team capabilities, and enables sellers to apply new skills to transform the way they sell.

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Top Sales Leadership Challenges and Priorities

Top Sales Leadership Challenges and Priorities

Discover the most common challenges and priorities of sales and enablement leaders and learn three initiatives that will help you address and achieve both.

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3 Daily Habits to Increase Sales Motivation

3 Daily Habits
to Increase
Sales Motivation

Learn exactly what you need to do to drive sales motivation and maximize energy, focus, and engagement.

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Goal Setting Worksheet

Goal Setting
Worksheet

Learn a proven goals framework and action planning process that will not only help you set your goals this year, but also reach them. Includes a free goal-setting tool.

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50 Powerful Sales Questions

50 Powerful Sales Questions

Asking questions that uncover needs, build rapport, and inspire with new ideas and insights will transform the way you lead sales conversations and help you win sales more consistently.

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Unlocking the Productivity Code

Unlocking the Productivity Code

Learn how to get more done in the time you have, change your work habits, and maximize your motivation to achieve the best results.

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5 Sales Prospecting Myths Debunked

5 Sales Prospecting Myths Debunked

Discover what really goes on inside buyers' minds and how to score meetings, maintain relationships, and ultimately win more deals.

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6 Essential Rules of Sales Negotiation ebook

6 Essential Rules of Sales Negotiation

Negotiate the best solutions, win sales at favorable pricing and terms, and enhance the strength of your relationships along the way.

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The Value-Driving Difference Cover-1.png

The Value-Driving Difference

Discover 7 key areas that allow Value-Driving Sales Organizations to grow revenue, improve win rates, and retain top sales talent.

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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

Use objections as a way to gain your buyer's trust, communicate the value of your product or solution, and win the sale.

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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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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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Increase Win Rates & Beat Your Sales Goals

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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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

5 Roles of High-Performing 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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RAIN Selling: Keys to Leading Masterful Sales Conversations

RAIN Selling: Keys to Leading Masterful Sales Conversations

Learn how to successfully navigate from the initial conversation to the close using RAIN SellingSM, our proven, research-based methodology.

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