You’re Not Losing to Who You Think You’re Losing To
Most competitor lists come from memory. Learn how to build a real competitive landscape from win/loss data, a living SWOT, density maps, and market share.
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Articles by John E. Spencer
Founder and fractional CRO at Clear Direction Sales Development. Read more about John on the about page at www.cleardirection.io/about/.
41 articles, page 1 of 5
Your Sales Team Completed the Training. Why Hasn’t Anything Changed?
Why doesn’t sales training stick? Four questions to ask about hiring, onboarding, coaching and accountability before you invest in more training.
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Halfway Through the Year: Does Your Sales Plan Still Add Up
A number on the books is not a goal your team will hit. Build a revenue bridge, run the sales math and turn the company goal into quotas sellers own.
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Are You Selling to the Right People? Why Industry Positioning Is the Foundation of Sales Success
Is your sales team focused on the right targets? A busy team and a growing business are not the same thing.
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Sales Coverage Is a Strategy, Not an Org Chart
Sales coverage is a strategic decision, not an HR exercise. How to diagnose coverage problems, segment accounts and design territories that scale.
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Reveal Your Sales Skill Gaps with the Customer Journey
The customer journey is different for every customer, and many deals have several buyers. Use it to reveal the skill gaps on your sales team.
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Learn How to Grow From Your Customers
You need to understand why your customer picks you over a competitor to truly stand out amongst the crowd.
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Why You Need a Value Proposition That Sets You Apart
For a company to be positioned for sustainable, scalable growth, they need to have a sound sales strategy and the ability to expertly execute it.
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How to Optimize Your Sales Process to Achieve Maximum Growth
High-growth companies share two things: a sales process tuned for performance and a leader who knows how to unlock its full potential.
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How to Expand Your Sales Coverage to Fuel Growth
Roller coaster sales that keep hitting the same revenue ceiling? It may be time to redesign your sales coverage strategy.
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