The likelihood of winning business in an existing customer is 60-70% compared to 5-20% for new customers. Yet when it comes to Account Planning, if we’re being honest, we often treat it as a chore to be avoided. Or, addressed once a year and th

Opportunity Management - Mind the (Reality) Gap

Nov 24th, 2014 40m 1s

Too often sales teams have vague conversations about the most challenging issues in opportunities. We’d like all sales teams to learn how to get to the heart of the matter.Join Roger White, Sales Operations Manager at Level 3 Communications, E

12 Elements of a Great Sales Playbook

Jul 24th, 2014 21m

The implementation of a sales playbook can be one of the most impactful initiatives for any sales organization. In this podcast learn the learn the keys to creating and implementing a sales playbook that will help your team win more deals and p

Ten Mins or Less: Forecasting Ease, Accuracy, & Foresight

Jul 2nd, 2014 6m 43s

Getting your forecast right is critical to a stable, winning Quarter and Year. The TAS Group's Jim Crisera (President) identifies some (surprising) critical success factors for forecasting. In under 10 minutes.

10 Elements of a Smart Call Plan 1 - Smart Sales Transformation Series

Jun 24th, 2014 19m 6s

When sellers are underprepared for sales calls, sales velocity cranks to a halt. Learn how optimal preparation accelerates the velocity of your sales process with The 10 Elements of a Smart Sales Call Plan, written by The TAS Group's CEO, Donal