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The Voice of Value Newsletter
Successful Forecast Accuracy: A Shot in the Dark?
“A shot in the dark”: a wild guess and a hopeful attempt to do something with fingers crossed for success. It is no secret that a successful business plan is driven by solid sales and revenue p...
By Gigi Seimears on July 05, 2017
Timing is Everything: Best Practices to Engage and Leverage Your Resources
We work with many companies that employ technical or market experts in roles such as Systems Engineer (SE), Application Engineer (AE), and Product or Solution/Industry S...
By Gigi Seimears on June 01, 2017
Survival of the Fittest: Thriving in a Dynamic Sales World
I’ve been in B2B sales for over 20 years, as a sales rep, sales manager, sales leader, consultant, and trainer. With my career spanning the information-technol...
By ValueSelling Associate on May 03, 2017
The Final Four | 4 Coaching Strategies to Improve Sales Performance
Coaching teams to higher performance is a best practice for sales leaders. And it’s a very hot topic in business right now. In fact, every client we work with recognizes the importance of developing...
By VSA on April 05, 2017
The #1 Skill for Becoming a Trusted Advisor to Clients
Like many college students, I had absolutely no idea what I wanted to do when I “grew up,” or what subject area I wanted to study as a major.  During my first semester, I registered for all the g...
By VSA on March 01, 2017
Why Will They Meet You? One Executive’s Perspective.
Early in the first quarter is the time to focus on building our pipelines to achieve, or even overachieve, our sales goals in 2017. This requires us to market to genera...
By VSA on February 03, 2017