Sales White Papers

Your Guide to Value-Based Selling in Complex Sales

Learn how to embody value throughout the sales process and co-create it with your buyers.

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100+ Essential Sales Statistics

Discover how sales teams today are setting strategy, overcoming challenges, and more.

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The Strategic Account Management Toolkit

Develop a plan to engage with and maximize value for your existing accounts.

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Your Guide to Creating a Sales Playbook

Adopt a step-by-step process to craft a sales playbook that drives transformational change for your organization.

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CSO Planning Essentials: 25 Resources to Drive Your 2025 Strategy

Plan a defensible, resilient sales strategy with this comprehensive collection of resources.

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How to Make Online Sales Training Engaging

Build and sustain accountability, commitment, and engagement in your online sales training.

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Getting Started with Sales Skills Assessments

Leverage sales skills assessments to guide your training and enablement initiatives.

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The C-Suite Playbook

Elevate your sales skills and get actionable strategies to connect and engage with executive-level buyers.

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Sales Discovery Call Toolkit

Connect with buyers on your discovery calls and uncover their hidden needs.

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9 Principles of Selling to Senior Executives

Learn how sellers can connect with executive-level buyers and align with their priorities.

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The Ultimate Sales Enablement Toolkit

Develop sales training and enablement initiatives that align with your strategic goals.

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Toolkit: Onboarding New Sales Hires

Develop an onboarding program for new hires that gets them selling and excelling ASAP.

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The Sales Forecasting Toolkit

Create consistent and accurate sales forecasts and optimize your pipeline management.

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Sales Recruitment Toolkit: How to Hire the Right Salespeople

Identify top talent, lead effective interviews, and hire the best candidates.

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Toolkit: The Essential Guide to Sales Territory Planning

Get a step-by-step blueprint to construct a clear and actionable territory plan.

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How to Tackle Top Sales and Enablement Challenges

Learn 3 strategies to overcome today's top sales challenges. Plus, get 10 tips for selling in an uncertain economy.

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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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26 Sales Training Topics to Boost Sales Performance

Dig into the skill components that make the best sellers successful and can have a big impact on your sales results. 

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How to Build a Sales Coaching Plan

Identify and map out the coaching activities that make the biggest difference with your sellers.

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Sales Prospecting Made Simple Toolkit

Take the guesswork out of prospecting and create sustainable habits with the resources included in this toolkit.

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How to Make Persuasive Sales Presentations

Lead persuasive conversations at any stage of the sales cycle and deliver compelling presentations.

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66 Sales Tips Every Seller Needs to Know

Set yourself apart with buyers in the new year with this list of tactics to fill your pipeline, strengthen your buyer relationships, and win more sales.

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Toolkit: Mastering Sales Negotiations

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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36 Powerful Sales Questions for Life Sciences

In this guide, you'll find incisive questions for your conversations with healthcare professionals to connect, understand needs, and drive sales.

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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

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

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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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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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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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

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

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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 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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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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