Resources

When Buckminster Fuller created the “Knowledge Doubling Curve,” he noted that until 1900 human knowledge doubled every century.

By the end of World War II, knowledge was doubling every 25 years. Today, on average, human knowledge doubles every 13 months. IBM believes that because of the growth of the “internet of things,” the world’s information base will begin to double every 11 hours.

Whew! You may not want or need any more resources.
But just in case, we’ve assembled information here for your practical use.
Check back often for updated resources.


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Building a World-Class Sales University
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2016 CSO Insights Sales Best Practices Study
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Sales High-Payoff Activities (HPAs) Checklist
Download the Checklist
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2016 CSO Insights Channel Sales Optimization Study
Download the Study
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Cost to Acquire Customers Calculator
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book
MERGE 2.0
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How to Jump-Start Underperforming Channel Partners
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ebook
How to Secure Executive Appointments Under Favorable Conditions
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ebook
How to Write a Killer Value Proposition (Even If You’re Not a Writer) And Win New Business
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ebook
Six Ways to Increase Revenue and Build a Standout Sales Team
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CSO’s Guide to Transforming Sales
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ebook
Convert More Sales with One Simple Strategy: Time Content Distribution to Movement of Prospects through the Sales Funnel.
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white-paper
Add Brilliance to Your Marketing Strategy – Treat RFPs Like Unpolished Diamonds
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2016 CSO Insight’s Sales Performance Optimization Study
Download
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CSO Insights Sales Behavior Study – 2016 Trends Analysis
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How to Prove ROI Value to Skeptical Prospects
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McKesson Case Study: Dynamic Scorecards
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Double Helix of Business Growth: Marketing and Sales
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2015 Sales Compensation & Performance Management Survey Study Results
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2015 MHI Global Sales Best Practices Study
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MERGE, Simplify the Complex Sale by William MacDonald
View
white-paper
The FIVE Most Dangerous Issues Facing Financial & Professional Advisors
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Barry Trailer Interviews
View Videos
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An Introduction to the MERGE PROCESS
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Byron Mattheson – MHI Global
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Power of Unique Value Propositions
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Why You Lose Sales Opportunities
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Beating Your Competition
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Preparing for an Effective Meeting
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Three Ways to Differentiate
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The Bain Capital Hatfield Model
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How Buyers Make Decisions
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Opening New Opportunities with Valid Business Reason
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Lead to Your Product Not With It
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Build Your Brand Awareness
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