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Sales Advancement & Closing ThirdCore 638 views In this episode Third Core discusses the subtle art of asking the client for business. Well cover off the how to ask and just as important the when to ask. As always, Thi...
Impact Based Questioning ThirdCore 557 views Ian Gilbert and Steve Luckie exchange ideas, experiences and opinions around the application of impact based questioning.
Opening The Meeting ThirdCore 510 views Steve Luckie and Ian Gilbert discuss the commonly seen positive and negative behaviours around opening the meeting with a senior executive as well commenting on what they b...
Value Propositions & ROI ThirdCore 597 views Once again we focus on the simple, common sense principles that enable you to pair the needs and objectives of a client to the value of your organizations solution.
Sales Funnel ThirdCore 424 views How hard do you challenge yourself in building your funnel? How much does your funnel contribute to the robustness of the business? Third Core explains the relevance of eac...
Demos and Proposals - Third Core ThirdCore 412 views The reality of trial demonstrations and proposals is that they tend not to lead to a sale or future business. Therefore, unstructured or undefined definitions of trial succ...
Client Criteria - Third Core ThirdCore 236 views How do you become involved and remain relevant during the clients' decision making process long before the decision to buy? Client Criteria guides you through the importanc...
Account Management - Third Core ThirdCore 1,385 views After having clearly articulated business impact and value to land the account, one of the most important steps in managing the account is measuring those results; surprisi...
Negotiations - Third Core ThirdCore 445 views If you're not thinking in terms of effects and impact to your client and the value you create at a strategic level then it becomes very difficult to negotiate fairly.
Competitive Strategy - Third Core ThirdCore 1,261 views Concepts about 'who' your competition really is and how to position yourself and your products to gain the advantage.

About ThirdCore

Third Core specializes in providing corporations with radical sales performance improvement.

At Third Core, our approach extends beyond traditional training and consulting practices that seek just to provide organizations with modifications to behavior, knowledge and skills.

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