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How To Master the Deal Review

I’m a big fan of a strong operating cadence in a sales organization. Weekly and sometimes daily sales forecast reviews have become commonplace in most sales teams today. In the same manner, many sales leaders have expanded their operational cadence to include deal reviews, especially for strategic accounts and must-win deals. This is often a core part of quarterly business reviews, but also part of the commercial excellence strategies that many organizations employ to provide additional support for the largest opportunities in the pipeline.

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6 Steps to Building a Moneyball Sales Team

You might be wondering what a “Moneyball” sales team is and how it applies to your team. The premise is based on the book, Moneyball: The Art of Winning an Unfair Game, by Michael Lewis. In the book, Lewis argues that the front office of the Oakland A’s took advantage of more analytical gauges of player performance to create a team that could compete successfully against competitors in Major League Baseball with deeper pockets.

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Surefire, Step-by-Step Instructions to Get Sales and Marketing Teams Working Together

When the topic of "sales and marketing alignment" comes up, you get one of three reactions  from the sales and marketing leaders in the room.

  1. "Of course creating alignment is important in this customer-first, connected environment!  We must do everything we can to bring sales and marketing together." And then they go back to doing things as usual.

  2. "We're just not ready for making this kind of shift." There's agreement that a change needs to be made, but it's not a crisis so it gets zero organizational attention.

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