Highly effective salespeople report that listening is the most important part of sales conversations. And the most effective listeners...

At Critical Path Strategies, one of our most rewarding experiences involves coaching client account teams. As coaches, we provide support...

While every sales leader and team is different, those who generate extraordinary results time after time share a passion and commitment...

Strategic account management and opportunity planning is a must-have for optimizing growth and opportunities in larger, more complex...

How can you drive urgency with your clients to close potential opportunities? How can you uncover their individual motivations to drive...

Investing in a Trusted Sales Process sets the foundation for your efforts to drive sales excellence and achieve your revenue and...

Many companies have implemented targeted Strategic Account Management (SAM) programs for their most-valued customers and prospects, but...

What’s the best way to prepare for and execute successful sales meetings that move opportunities and relationships forward? These...

At Critical Path Strategies (CPS), we have observed both good and bad customer interactions, and have formed opinions about what...

Following your sales process helps identify the appropriate conversation to have with your customer. And having a list of activities that...