CPS Insights | cpstrategies

Enhance Your Listening Effectiveness with a Questioning Strategy

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

Best Practices of our Client Teams

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

Setting Extraordinary Goals: Passion and Focus for Value Creation

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

What are Your Strategic Account Management Practices?

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

Four Ways to Create Urgency in a Buyer

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

Set the Foundation for Success with a Trusted Sales Process

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

Measuring the Success of Strategic Account Management

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

How to Have High-Value Conversations with Your Customers

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

Role-based Messaging: An Important Component of the Selling Effort

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

What are Your Opportunity Management Practices?

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