The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.

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The Future of Sales Is Agile

The world of buying today is filled with unpredictability and constant change – making selling with efficiency a nearly impossible task.  Buyers seek a sales methodology that pivots and flows with their changing needs, and a sales professional who can guide them through this complex process with...

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Three Essential Practices for New Sales Managers

Many sales organizations are dealing with a surge of new front-line managers. This could be the result of the Great Resignation creating ope...

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What Is Sales Readiness? Sales Training vs. Enablement vs. Readiness.

Are your salespeople prepared to interact with clients or customers at any stage of the sales process? Most organizations have never heard o...

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Buyer-First Selling: Ask, Listen, and Diagnose Before You Prescribe

When does the sales cycle end? Many sales professionals believe that a signed purchase order is the be-all and end-all of the sales proce...

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The Great Resignation Spells Great Opportunity for Salespeople and Employers

Over the last year I’ve heard a lot about The Great Resignation. It’s a regular conversation at every CEO meeting I attend, and they are stu...

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The Best SDR Might Be Your AE

Aaron Ross’s book, Predictable Revenue, popularized and put math behind the idea of functional specialization in sales – instigating the era...

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How to Use AI to Align Sales and Marketing

Artificial intelligence (AI) for sales and marketing is shifting steadily from hype to hope to promise and now implementation. But it’s a hi...