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Monthly Archives: June 2018

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Are You Losing Deals Due To A Feature?

Best PracticesBy Steve CrepeauJune 28, 2018Leave a comment

Are you losing deals due to a competitor’s feature? I talk to VPs of Sales and sales leaders every day. I’ve been in technology sales for over 25 years and it’s my passion in life. There is nothing that drives me crazier than when I hear a Sales Leader tell me one of their sales…

Why Do We Keep Accepting Failure in B2B Technology Sales?

Best PracticesBy Steve CrepeauJune 26, 2018Leave a comment

Why Do We Keep Accepting Failure in B2B Technology Sales? The statistics are sobering and can actually be downright depressing. Well regarded industry analysts keep sharing their research findings on the current state of B2B technology sales…and we’re failing. Badly. According to CSO Insights 2017 World Class Sales Practices Report, only 53% of sales people…

A Simple Primer on How to Build a Kick Ass Sales Playbook

Best PracticesBy Steve CrepeauJune 18, 2018Leave a comment

I’m often asked how do you build an effective sales playbook. All too often, my company is brought in after the client has spent considerable time and dollars on a failed sales playbook project. Sometimes the client tries to do it themselves. Other times they engage an outside consulting firm to build a sales playbook…

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