Mastering The Art And Science Of Sales Accelerate The Journey Toward High Performance

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Executive Summary

Organizations of all kinds face numerous performance challenges today: understand and respond to changing customer needs, support growth, improve profitability. Leading organizations address these challenges by transforming the performance of their sales teams through a combination of art and science. When setting out to optimize the science aspect of sales, a company should start with its sales process: one of the most fundamental elements of a world-class sales organization and frequently viewed as a "Playbook" of required steps and actions for the sales function. This playbook highlights activities required at each stage of the selling process - from account segmentation and territory definition; to account profiling, planning, engagement and solution definition; and finally to opportunity management, negotiating and closing.

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