For strategic selling, playing against your competitors' features, functions, and price-points isn't enough. This video guide explains how to win more often by gaining a much deeper understanding of your competitors.

Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.

The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.

Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.

Your marketing materials are often the first things prospect see. Learn how to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even get a chance.

In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

Most B2B companies would like to improve their close rates. On nearly every sales research study ever conducted, something to the effect of "improve our win rates" shows up as a top priority or objective. But what are they really doing to make it happen?

In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have made...so you can avoid making them yourself.

Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.

Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).

If you lower your price, will you have a better chance of winning? Learn how to identify the buyers where additional discounts don't matter...and those that are secretly willing to pay more.

Sales and marketing alignment can sometimes do more harm than good. These real-world case studies expose the costly downsides of alignment and reveal the mindset that's often more effective to adopt.

Bringing a new sales rep onto your team can be a very expensive and risky proposition. And many common onboarding strategies can make things worse instead of better. This guide exposes 10 best practices our research team has found to be most effective.

In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.

Pipeline analytics is great for reporting on current performance, but it can do so much more. This guide outlines 12 strategies for improving deal probability, velocity and value across every salesperson in your sales operation.