How to use competitive analysis to identify actionable opportunities to gain strategic advantage, expose competitive gaps, provide differentiation beyond price, and reduce competitive pressures.

With the right approach, a sales training program can deliver lasting, profitable results. This step-by-step process guides you through designing effectiveness and stickiness into your sales training program right from the start.

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.

The most costly deal negotiations often take place within the confines of our own organizations. In this guide, you'll learn the top 10 strategies for negotiating better deal outcomes with others inside your company.

Some companies close deals rapidly at the expense of margins and profit. Other companies protect margins and control discounting at the expense of cycle-time and close-rates. In this guide, you'll learn how leading companies are able to achieve the best of both worlds.

For many companies, the biggest competitor they have to contend with is "no decision." In this tutorial, learn strategies and tactics for addressing the real root-causes behind prospect inaction.

In this video session, learn how to go about shifting the mix of customers you sell to on a regular basis to improve revenues, margins, close rates, and repeat sales…all at the same time

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.

A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.

How can you tell if your sales strategy is really going to be effective? This diagnostic provides a straightforward self-assessment to help you evaluate the quality of your sales strategy.

In this guide, you'll learn how to look at sales performance in a different way, use sales analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.

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.

Contrary to the hype, analytical toolsets don’t provide significant benefits right out-of-the-box. This video guide reveals powerful strategies for producing more meaningful results from your sales analytics efforts and investments.

In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.

In this tutorial, learn a six-step strategic process for increasing your odds of success in the marketplace by understanding which prospects you should target...and which ones you should avoid.