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Building business cases is the highest-impact, yet most-overlooked approach to driving sales velocity. Here's how it moves the needle more than any other activity.
One CRO we work with made a pretty radical decision this year. He wasn’t the only one, but I think Charlie’s a good example, because when you hear his team’s high-level stats...
Building a business case isn't just an activity in a part of the sales process. It *is* the process, and every selling activity flows from it.
The most obvious and important realities are often the hardest to see and talk about. I want to talk about one of these obvious, unseen realities...
A point of view is the foundation for every solid business case. Here's how to create one, drawing on 5 popular consulting frameworks.
Designing Your Midmarket & Enterprise Sales Process to Drive Both Velocity & Efficiency
Introducing Sales Process 2.0: Rewriting the Sales-Led GTM Playbook
Making Change Stick Playbook
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