Sales White Papers

Download free copies of our latest white papers.

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

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

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

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

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

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

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

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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

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

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

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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

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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The 9 Habits of Extreme Productivity

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

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

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

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

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

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

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

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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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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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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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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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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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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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

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

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// RESOURCES

Download free copies of our latest white papers.

The 11 Principles of Influence in Sales

The Ultimate Virtual Selling Toolkit

4 Steps to Fill Your Pipeline with Quality Opportunities

Virtual Selling Skills & Challenges

9 Principles of Virtual Learning Success

The 5 Most Effective Negotiation Tactics Buyers Use on Sellers

The Complete Guide to Sales Training Success

Top Sales Leadership Challenges and Priorities

3 Daily Habits
to Increase
Sales Motivation

Goal Setting
Worksheet

50 Powerful Sales Questions

The 9 Habits of Extreme Productivity

5 Sales Prospecting Myths Debunked

6 Essential Rules of Sales Negotiation

The Value-Driving Difference

Competencies of Strategic Account Managers

How to Handle Sales Objections

8 Drivers of Sales Performance

The Future of Consultative Selling

Increase Win Rates and Beat Your Sales Goals

Optimizing Sales Opportunity Management

Your Guide to Insight Selling Success

5 Common Sales Negotiation Mistakes

Success Guide for Maximizing B2B Sales

5 Roles of High-Performing Sales Coaches

What Sales Winners Do Differently

5 Keys to Maximizing Sales with Existing Accounts

RAIN Selling: Keys to Leading Masterful Sales Conversations

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