Treve Wearne

Are you adapting sales discipline to be competitive virtual selling?

Are you adapting sales discipline to be competitive virtual selling?

Here is one of my favourite Warren Buffett quotes – “It’s only when the tide goes out that you learn who has been swimming naked”. The reason this quote is relevant is because, before the COVID-19 crisis, virtual selling was nearing a tipping point with the time spent connecting virtually with customers 3.2x more than

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Why do many sales teams struggle to manage a value-based sale?

Why do many sales teams struggle to manage a value-based sale?

Not focusing on helping buyers through their buying process is why many sales teams are struggling to manage a value-based sale and maintain an accurate sales forecast. Too often, sales reps ask general, high-level questions that offer little to no value helping sales reps better support and guide buyers on how to manage their buying

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