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  • How to improve sales education with technology 13 Febbraio 2019
    According to the Sales Education Foundation, on average, graduates of academic sales programs ramp up 50% faster than their peers without a sales-specific educational background, and experience 30% less turnover. Yet colleges and universities have been slow to meet the need, with only a few leading universities offering dedicated sales majors.
  • The sales methodology that outperforms all others 10 Febbraio 2019
    Every established sales methodology attracts its own fan base. Some are fans of SPIN®, others Challenger®, Miller-Heiman, Sandler, Solution Selling® and so on – the list goes on for ages. I’m particularly but not exclusively attracted to "value selling" myself.
  • How to handle the many-headed hydra of sales technology 5 Febbraio 2019
    In ancient days, there was a great sea serpent with sharp teeth, poisonous breath, and many heads. It was called the hydra, and it terrorized all who came near.
  • Become a Top Sales Manager with These 6 Essential Tips 3 Febbraio 2019
    The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.
  • 8 things you need to know about hunting whales 30 Gennaio 2019
    For the Inuit people of North America, hunting whales is serious business. They plan for whale hunting season all winter long and when spring comes, they station scouts to watch for signs that the ice is breaking up and the hunt can begin.
  • What’s The Customer Business Problem? 27 Gennaio 2019
    My friend, Tim Ohai, made an interesting statement, “Sadly many sales people have no idea how to identify when no customer problem exists.”
  • How to win more deals with 3 storytelling techniques 23 Gennaio 2019
    Once upon a time, my youngest brother - who wasn’t very tech savvy at the time - worked with me selling enterprise IT automation software. He was very successful, far more than seasoned IT salespeople on the team, and I couldn’t quite explain why.
  • The Best Ways To Create A Culture Of Accountability NOW 20 Gennaio 2019
    Sales leaders often ask, “How do I create a culture of accountability?” Before we can tackle this question, we must understand what their current culture looks like, how they got where they are today, and what needs to change to make them more successful
  • 3 reasons your sales kickoff is a waste of money 16 Gennaio 2019
    Are you headed out to Las Vegas in January for a giant sales kickoff (SKO) event with your team? Flying folks in from all over the world for a few days of inspiration, motivation, and team-building, mixed heavily with fancy buffets, alcohol, and schmooze?
  • Speed Limits, the Flow of Traffic, and Sales Pipelines 13 Gennaio 2019
    I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

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