Knowledgeworx

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The Face of Uncertainty

Sales strategies for turbulent times. As I write this, we're facing crippling inflation, persistent supply chain problems, and soaring gas prices. The stock market fluctuates wildly. The Federal Reserve is raising interest rates to cool things down. If it goes well,...

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How much is your sales force costing you?

Understanding the real cost of sales. Every CEO we work with is concerned about the cost of sales. They know how much they spend on their sales organization as a percentage of gross margin and total revenue. The most astute CEOs understand that traditional measures...

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Six-Steps to Successful Sales Transformation

The holistic approach to sustainable growth The best CEOs are solid strategic thinkers with a vision they implement through strategic planning. Ironically, their approach to revenue generation is rarely as rigorous as their approach to the rest of their business. They...

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How Build Elite Inside Sales

Five steps to successful inside sales. Inside sales. Inside sales. Inside sales. Our clients have been asking about this topic more than any other. Business-to-business (B2B) inside sales growth is unambiguous and irreversible. Numerous studies confirm the increasing...

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2022 is Here!!!

How to make your number in 2022. Wow!!! 2021 is quickly winding down. Can you believe that another year is nearly in the books? I guess the adage is true, "The days are long, and the years are short." Now is a perfect time to take stock of your 2021 results. The...

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Peer or Peddler?

How do you know which room do you belong in? We all have choices—lots of them. Customers and prospects choose who they will work with, and their choices speak volumes about you and your approach to selling. Customers tell us that they want: A salesperson that can...

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Are you curious enough to succeed?

What Ted Lasso can teach you about sales and sales leadership. I have a confession. I am hooked on Ted...Ted Lasso. Ted Lasso* is an award-wining comedy on AppleTV+. The series follows an American football coach, Ted Lasso, who is hired to coach an English premier...

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Sales In The Post Pandemic Economy

Selling in the Post-Pandemic Economy The post-pandemic economy is on a tear. It's one of the most exciting and explosive periods of expansion since WWII. All the signs of a once-in-a-generation year are there. The wholesale sales index is showing double-digit...

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Tips For Salesforce Evaluation

Disruption...Gotta Love It! The famous opening line from Charles Dickens' A Tale of Two Cities could just as easily apply to selling in 2021: "It was the best of times, it was the worst of times." Supply chain disruptions are impacting everything from ketchup to...

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Disruption…Gotta Love It!

Disruption…Gotta Love It!

Successful selling in a time of uncertainty The famous opening line from Charles Dickens' A Tale of Two Cities could just as easily apply to the selling in 2021: "It was the best of times, it was the worst of times." Supply chain disruptions are impacting everything...

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Recapturing Sales Growth 2021

Differentiate from competitors ahead of a post-COVID economy By most measures, jan/san businesses faired well in 2020. Most of our clients had their strongest year ever. While revenue growth was modest, unprecedented COVID-related product demand shifted the product...

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2021: What’s your plan?

2021: What’s your plan?

Positioning your sales staff for post-pandemic success in 2021. The firms that will emerge the strongest have invested in their sales organizations and are building capability that their competitors do not have. They will have a sustainable competitive advantage.

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I know my people…really?

I know my people…really?

The Will to Sell and Sales DNA account for more than half of a salesperson’s performance, yet neither is readily observable. It is crucial to understand that salespeople with strong Sales DNA will always outperform their peers, even those with stronger traditional sales skills. The only way to build a world-class sales organization is for you to evaluate and measure the competencies that lead to success.

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Virtual Selling…Is Your Team You Ready?

Virtual Selling…Is Your Team You Ready?

COVID-19’s impact on society has been astounding. The effect on business to business (B2B) sales is transformational. Leaders can quickly assess their team’s likelihood of succeeding in the virtual selling world by answering four questions.

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Capturing Cross-Selling Opportunities

Capturing Cross-Selling Opportunities

Firms increasingly rely on cross-selling to generate post-transaction revenue while frequently falling short of fully realizing their cross-selling opportunity. By applying modern analytics, firms can substantially increase the synergistic opportunities that cross-selling offers, but that is too rarely realized.

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