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From the pandemic to supply chain issues to ongoing uncertainty about the state of the economy, it’s been anything but business as usual over the past few years. For many salespeople, priority number one during this turbulent period has been making sure their existing customers are getting what they...
While we may be experiencing Zoom fatigue, we have to accept that virtual and hybrid events are here to stay. Nearly 70% of companies plan t...
If there’s one thing the 2020s have revealed to us, it’s that digitization alongside shifting buyer expectations are now facts of life. More...
When a sales rep underperforms, it’s tempting to say they’re not trying hard enough. They’re distracted. They’re not the right fit. Of cours...
“The purpose of a business is to create and keep a customer.” – Peter Drucker Elevating the most important function in business into the...
Are your sales managers feeling overwhelmed with all of their responsibilities? Most sales managers know they should be coaching their te...
A series of fast-emerging market trends in 2023 will require sellers and sales managers to develop a new set of capabilities and enablement...
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SubscribeTime — Selling without targeting is like sailing without a compass. Generating leads is probably one of your highest priorities – as it should be – but beware the low-quality leads. These are the folks who are shopping without any real intent to buy (or worse, with the intent to buy from someone else). If someone is not likely to become a profitable customer, think before you invest more time in pursuing the lead.
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