SELLING IN A CRISIS
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Sales professionals have never been under more pressure to perform at their highest level, to mitigate revenue shortfalls, and to seize and capitalize on opportunities.

Leaders face real and increasing pressure to deliver business results in the face of rapidly changing market constraints.

There are three key areas to consider in a successful recovery plan. 

  • Sales Skills and People: What are the right sales skills and job roles required in the new normal?
  • Sales Process: What does your new sales process look like as a repeatable and scalable asset?
  • Market Opportunities: How can you re-evaluate and segment your account plan to optimize total market opportunities (KARE segments)?

As a sales leader, business owner, or executive, each day you're managing multiple priorities that include creating new opportunities for your team.

As you review these resources, be sure to explore the strength of your current sales process and salespeople, understanding that proven coaching strategies and leadership tactics can create a dramatic, positive effect on your entire organization, and sales team win ratio.

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LEADING SALES INTO THE

Resources that every sales leader will need in order to emerge as a winner in a post-crisis world.

Every crisis produces winners and losers. As sales leaders, the plans you make today will dictate whether or not your team enters the post-crisis recovery phase in a prime position to move faster than your competitors.

RECOVERY

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White Paper
RESOURCE ONE
Driving Sales in a Recovery

A strategic tool designed to promote a discussion between you and the rest of your team on how to manage your market segment during periods of intense market disruption.

  • Segment the market
  • Focus on KARE
  • Map relationships
  • Prioritize team behaviors
  • Develop your messaging
  • And more.

Worksheet
RESOURCE TWO
KARE in a Crisis

When an upturn from a crisis is likely to be fast, far-reaching, and decisive, discover what sales leaders can do to ensure their organization not only survives but emerges as one of the winners.

  • Preparing for the new normal
  • Five forces that drive market change
  • Hiring and recruiting
  • Three transitions
  • New process development
  • Ownership of the total addressable market
  • Leading indicators

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