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CRM + Sales Workflow: Removing the Friction from Your Pipeline
To many contemporary B2B sales professionals, the CRM is a necessary evil rather than an enabling solution that actually helps them do their job more efficiently. This is a symptom of technology...
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Beyond the Commission: Will You Stay Ahead of the SPM Maturity Curve?
“Pay-for-play” is an unacceptable practice in many areas of modern enterprise business activities, but the need to motivate the desired behavior of B2B sales professionals means fully embracing the...
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CRM + Sales Enablement: Creating a Library of Success
Today’s B2B sales professionals are far more likely to beat quota if their skill sets include the ability to function as a “micro-marketer.” Best-in-Class enterprises support their individual...
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Getting it Right the First Time: Better Sales Contracting for Busy B2B Sales...
You’ve worked the deal like a maestro, stage-managing every step of the opportunity, and your reward is, finally, “Yes, I’d like to move forward. Please send over a contract.” This is not the moment...
View ArticleGive Your Q4 Sales a Jump-Start: October 1 Webinar
Not long ago, in a sales territory not very far away, B2B companies determined the price of their goods and services based on little more than keeping an eye on the competition. That was before the...
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CRM + Sales Leadership: Building a Platform for More “A” Players
Every sales leader aspires to not only hit the overall team quota number, but to also successfully coach and grow the maximum number of individual contributors who reach their individual goal. How do...
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If Content is King, Let Sales be One of the Princes
Once upon a time, in a kingdom far away, Marketers were solely responsible for creating, disseminating, and tracking the content that prospective B2B buyers consumed. Today’s Best-in-Class sales teams,...
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Sales Enablement Portals: Opening a Window to Success
As individual consumers, most of us understand the natural order of an e-commerce world. We browse, click, and leave digital footprints every day, which, in turn, are analyzed by providers of goods...
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Once is Not Enough: Why Sales Training Reinforcement is a Must-Have
It would be difficult to find a modern sales organization that does not provide training for their quota-carriers, and yet fewer than half take the additional step of serving up post-training...
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Could Jordan Belfort Have Been Right?…And Other Uncomfortable Sales...
In “The Wolf of Wall Street,” the protagonist runs a classic, boiler-room sales floor. Take away the questionable morals and illegal trades, and we’re left with a valid B2B sales management lesson: the...
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