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July 11, 2019

Investing in a sales process is just the beginning. How you bring it to the field and make it stick is the end game. These institutional best practices extend sales process adoption in effective and efficient ways.

Critical Path Strategies has observed four attributes...

June 25, 2019

In a major study, the top 1% of sales reps were asked to identify what they felt was their most important sales skill. Over 60% of the respondents said listening! And the most effective listeners excel at a related skill: They ask great questions!   

Importanc...

June 18, 2019

Putting executives first differentiates you and paves the way for a relationship. Demonstrating your understanding of their issues and sharing insight and perspective on their challenges will have them asking for more of your thoughts, earn you their respect, and gain...

June 18, 2019

A Harvard Business Review article on sales coaching reports that most sales and service organizations are investing more time and effort in improving sales managers' coaching of their salespeople. Research by the Sales Executive Council (SEC) shows that no other produc...

January 18, 2018

What is Employee Advocacy?

Employee advocacy is not a new concept however the name and the tools to implement it are relatively new. Employee advocacy is empowering your employees to extend your brand’s reach to their network. Not so complicated, right? And thanks to so...

December 18, 2017

Hollywood movies have depicted “the close” as a salesman, devoid
of conscience, using guile and deception to manipulate his clueless customer into signing an agreement that will end badly for him.
His manta...“A...B...C...Always Be Closing!”

Thankfully, the real world...

December 15, 2017

Trust takes time, effort, and repetition to build and sustain. Evidence of consistent behavior built on the best interest of the other party will allow each to succeed. Open and honest communications by both parties as to strengths, weaknesses, measures of value, and e...

November 29, 2017

Developing and executing a customer-focused account plan is one of the most powerful components of Strategic Account Management and is often the most neglected. You wouldn’t think of running a department or business without a written plan, but too often account manager...

October 24, 2017

In order to talk about the emotional side of selling, one must first answer a few questions...

What is the definition of a successful sale?

A successful sale is one in which all parties agree to the value of the sale. It must be a win for the buyer, the seller, and the c...

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