Over the last 2 decades of selling, managing and leading sales teams I observed that there were 5 key things that accelerated sales, those 5 things  have consistently helped to significantly reduce sales cycles in multiple companies and hence exponentially grow sales.  Those 5 key things, known as the The sales acceleration formula areA - account segmentationD - decision making analysisA - awake, understanding what keeps your decision makers awake at nightP - Presenting the right solutionsT - tackling objectionsThis course focuses on the first 2 elements as they are the most critical (and most unique) parts of the formula.