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The #1 reason deals don’t close is your sales rep’s inability to present value effectively.

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We are often asked: “What is the best methodology for our company?” This is the wrong question. Any methodology, when consistently applied, can yield significant Sales Productivity benefits. The better question is:”How do we make our Sales Process useful to the reps and used uniformly across the team?” The challenge is the consistent application in a fashion in which the reps buy in.

doand

The challenge for B2B Software Solution providers is that the growth rate of on- premise software is somewhere between single digits and negative while the growth rate for SaaS Solutions is 40% and higher. The question is: “Should you change or die? The answer is obvious. The issue is how do you accomplish a transition? The devil is in the details.

 

 

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It is important to recognize that Sales Compensation is one element of Sales Motivation. Comprehensive Sales Motivation element include.

ForSales Compensation, the most important element is the alignment of the plan with Corporate Goals. When the Sales Compensation Plan is not aligned with Corporate Goals, the results are high cost of seling

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Speaking

Chuck DeVita is a recognized speaker & visionary on Sales & Marketing for B2B Technology Solution providers.

Contact Growth Process Group for to arrange a customized talk for your team.

For a list of all speaking engagements,

Services

  • Change Agent
  • Sales Assessments
  • Improve Sales Productivity
  • Accelerate Revenue
  • Increase Profitability
  • Benchmark against Best-in-Class
  • Coach Sales Managers
  • Align Sales & Marketing
  • Interim CXO
  • Sales Process Design
  • Value Proposition Development
  • Sales Compensation Design

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Cloud Computing

cloudcomp SELLING & MARKETING  SOFTWARE AS A SERVICE (SAAS) & MOBILE SOLUTIONS TO THE ENTERPRISE

  • 6 session course for executives & professionals
  • Starts April26, 2017 at Stanford, Continuing Studies Program (BUS 105)
  • Info: contact Growth Process Group

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Client Testimonials

CloudKPI

We met Chuck DeVita in his role of adviser with ASTIA. Chuck has been instrumental in helping CloudKPI evaluate market entry alternatives and selecting our target market segments. As an entrepreneur or business leader you know that the worst “advisor” is the one that tells you what you want to

Maeve Kneafsey Co Founder

Medigram

Chuck DeVita led the Medigram pivot from an SMB to an Enterprise focus. He quickly learned about our mobile healthcare communications solution and the vernacular of hospital systems.  Chuck guided us through the process of target market selection. He helped us understand and clarify the economic value that Medigram provides

Sherri Douville CEO