Sales Force Training

By Jeff Hardesty, Developer of the x2 Sales System

Here are 10 Sales Performance Steps to Routine Revenue (more…)

By Glenn Clowney

If you are not sure that you need an roi based marketing and sales strategy, think about the following for a few minutes:
• 81% of buyers expect vendors to quantify the business value of their product or service, meaning 60% more projects are likely to be approved (Information Week).
• According to an Ernst & Young study, only 2% of the buyers say vendors are exceeding their expectations for roi justification during the sales cycle.  This means 98% of the time sales professionals miss an opportunity to win the deal. (more…)

By Jeff Hardesty; Developer of the x2 Sales System

Have you defined what you want to happen at the conclusion of your 1^st appointment?  Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not.  And with a pre-defined objective to your 1^st appointment you can (1) set a realistic benchmark of success and (2) measure the outcome.  It becomes part of your sales performance scorecard. (more…)

By Jeff Hardesty; Developer of the x2 Sales System

What’s a Targeted Selection Process?  As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them.
It can be as simple as choosing an industry, picking a company name out of the yellow pages, understanding the appropriate level of contact to call on, and investigating a name that goes with the title. 

(more…)

By Jeff Hardesty; Developer of the x2 Sales system

“Run your Numbers…don’t chase after Quota”

Let’s first define what we mean by a “core competency.”  We will then introduce the 3 Core Competencies, and spend our time understanding how they can dramatically increase your success. (more…)

By Jeff Hardesty; Developer of the x2 Sales System

Can you diagnose your business on a ‘Single Sheet’ of paper?  Here’s why the best sales reps and sales managers can… (more…)