The Coaching Moment is our monthly newsletter, addressing issues and trends impacting B2B sales and marketing organizations.

Hunter vs. Farmer

Wednesday, January 3, 2018
The traditional roles of Hunter and Farmer have morphed to the point where they are indistinguishable. When it comes to competencies they are more the same than different. This presents an opportunity for sales professionals to focus on building related...
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The Elevator Pitch Reimagined

Monday, December 4, 2017
Are you delivering a successful elevator pitch? If your pitch does not engage a buyer in 90 seconds or less you might be losing their attention. Check out the 5 things you MUST accomplish in under 90 seconds.
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Two Sides to the Sales Game

Monday, November 13, 2017
Chinese military strategist and philosopher, Sun Tzu, famously said, “Strategy without tactics is the slowest route to victory.” In our experience not knowing your competitors’ tactics is also the fastest route to defeat them – explore how to counter...
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Fortify Your Solution with Glue

Monday, October 9, 2017
Are you in a sticky situation where your customer is trying to buy a la carte from your 'set menu' selection? Here are some tips on how to get unstuck....by adding glue.
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Don't Be a Sore Loser

Friday, September 8, 2017
Sometimes we win, sometimes we lose. It is not fun to talk about, but we can’t win 'em all! In the face of a loss, what do you say? Learn what sales professionals should be saying after a big loss, and how to regroup for your next big sales pursuit.
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Results: 33 Articles found.