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The New Sales Enablement Strategy for Successful B2B Sales (Part 1)

The New Sales Enablement Strategy for Successful B2B Sales (Part 1)

by Bob Junke | Sep 20, 2017 | Blog

Introduction Two types of buyers now dominate the B2B buying world. Sales managers should deploy the sales enablement strategy described in this article so that their sellers can successfully sell to both. We’ll start by using the research-based model that defines how...
Sales Problems Fixed by the Most Important of all Predictive Metrics (Part 2)

Sales Problems Fixed by the Most Important of all Predictive Metrics (Part 2)

by Bob Junke | Sep 13, 2017 | Blog

Last week we came to grips with some statistics on “below the power line” opportunities – and how salespeople could be wasting a much as 40% of their selling time chasing down the wrong leads. Now, let’s look at a step-by-step approach to achieving a...
Of All the Predictive Analytics, This One’s the Most Important! (Part 1)

Of All the Predictive Analytics, This One’s the Most Important! (Part 1)

by Bob Junke | Sep 7, 2017 | Blog

Predictive analytics are a special class of sales metrics to track because they pinpoint specific sales performance problems today that will prevent achieving objectives tomorrow, unless they are corrected. As the research presented below shows, the number one problem...

Recent Posts

  • Sellers Must Provide Customer INSIGHTS to Win Buying Committee Sales. Most Don’t. Here’s How!
  • Sales Problems Fixed by the Most Important of all Predictive Metrics (Part 2)
  • Of All the Predictive Analytics, This One’s the Most Important! (Part 1)
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  • Six Opportunity Qualifiers for Managers

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Adventace® "arrived" in 2001 with the mission of helping our clients become "ace" selling organizations. Since that time we have evolved to become a global sales management consulting firm whose promise is to help our clients Create the High Performance Sales Environment®.

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