Editor’s Note: This guest post was contributed by Adele Revella, CEO, the Buyer Persona Institute. You'd be shocked at the companies that send salespeople who read from a brochure. Their solution is the best, but the presentation is the worst — they don’t understand us and can’t answer our questions. That’s the biggest reason we decide against them. Are you...
Sales Management Articles
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- Sales Management
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Salespeople spend 19% of their time in sales meetings, according to SuperOffice. That’s one day of every work week dedicated exclusively to these critical engagements. If you’re spending so much time in meetings, but not properly preparing beforehand and following up afterward, you’re doing yourself a disservice. Preparing for, and following up after, sales...
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- Sales Management
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Doing things “by the book” isn’t a tenable strategy in today’s business world. Such a rigid mindset is doomed to fail in a fluid, complex, and ever-changing digital marketplace. But that doesn’t mean sales managers should avoid turning to great books for sage wisdom and guidance. Fortifying your expertise through absorption and distilling of information from...
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- Sales Management
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Sales professionals spend less than 40% of their time on non-selling activities, according to LinkedIn’s State of Sales report. More...
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- Sales Strategy,
- Sales Management
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In sales circles, it’s normal to hear impassioned talk about deals landed and lost. Leading indicators? Not as much. Maybe that...
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- Sales Management
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These days you can find a coach to help you with everything from your golf swing to your marriage to your life. That's because we've...
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- Sales Management