Discovery isn't a checkbox on your sales process. It's the linchpin of everything that follows. Done well, it shortens cycles, strengthens proposals, and closes more deals. Done poorly, it creates a cascade of problems you won't see coming

Welcome to our new blog series, "The Art of the Sale," where we're diving deep into the strategies, tactics, and occasionally absurd realities of modern selling. Think of us as your sherpa for the strategic account management mountain — except we actually enjoy talking about metrics, objections, and account planning at dinner parties.

Everyone talks about "the art of the sale" like it's some mystical gift. It's not. It's disciplined execution of a proven process, repeated until it becomes second nature. And that only happens when sales leaders do the hard work of implementation.

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...