How do I create a High Value Trade Table for my team?

We have been talking a lot about using the High Value Trade Table (HVT) to close deals. Sales professionals taking our eLearning have found the deal simulator that provides them insight on how to read the score of their deals eye-opening. That said, each organization is unique and requires an in-depth look at the best structure for the HVT. Keep in mind that the HVT spreadsheet we provide in the resource tab gets you started but each company will have unique trades to identify and call out in order to advance their sales along.

sales pipeline, sales elearningTim HallerMarch 17, 2019sales negotiation, sales elearning, sales qualification

A Better Process for Qualifying Sales Deals: BANT vs. MEDDIC

Do we really have a deal? Or do we have a suspect or a lead? When we start out pursuing a deal, we are advised to get the basic information and to understand if there is a real opportunity with this prospect by gathering the BANT Basics.

Tim HallerApril 5, 2018sales qualification, sales prospecting

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