Sales execs and CEO’s invariably, at one time or another, experience the awareness that – “we need to increase our sales performance, our sales productivity.” This awareness is always accompanied by one or more of the following: “we need more deals, bigger deals, shorter sales cycle or higher hit rates”....

Making Deals Happen

Too many proposals, not enough wins we are just not getting our fair share. Will our solution address the customes business problem? Are we leaving money on the table (appropriate up scope)? Do we understand the barriers to close? Do we understand the competition and have we differentiated our solution?...