Joanna VanDeWater

Joanna VanDeWater
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Recent Posts

Improve Selling by Breaking These 5 Value Myths

Posted by Joanna VanDeWater on Dec 7, 2017 12:15:14 PM

In recent years, the word value has become almost meaningless. This watered-down version of value frustrates anyone striving to improve sales effectiveness and overall business results. We know customers want value. But, what does that mean exactly?

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Topics: Negotiating with Backbone, Selling with Confidence, Uncovering your Value

3 Ways To Start Building an Enterprise Sales Process

Posted by Joanna VanDeWater on Jun 28, 2017 3:00:26 PM

Most sellers follow some sort of sales process. The companies for whom they work may not label specific stages or track opportunities within them; nevertheless, the process exists. As an independent business owner, I was keenly aware of how many people I needed to contact to hold a certain number of consulting appointments to sell a certain number of products. I didn’t label my stages, but you better believe I knew how to work my numbers to hit specific revenue targets. If I didn’t, I couldn’t pay my bills, and as a straight-commission sales person, those numbers, at every step of the process, mattered.

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Topics: Newsletter

Nothing Happens without an Order

Posted by Joanna VanDeWater on Apr 7, 2017 9:12:29 AM

Sales enablement is not about sales. “What? That doesn’t make sense,” you might think to yourself. I’ll go a little further. Sales enablement as a concept is flawed at its core. Bold words from someone who loves sales and makes a good living focused on sales enablement. Let me explain…

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Topics: Newsletter