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Big Ideas For Sales In 2013

Big Ideas For Sales In 2013

As 2012 draws to a close, I decided to ask the folks whose posts we feature on this blog to share one big idea for sales in 2013.  The parameters were broad, simply answer the question “If you were…
Working Smarter in 2013

Working Smarter in 2013

2012 has been an interesting year for sales professionals.  Topics like Challenger, social selling, and customer power have been making waves on a consistent basis.  In some cases, the hyperbole has been great, implying that everything we knew about…

How To Use Technology And Process To Organize Sales

For large companies, a big question is how to organize their sales force.  Do you have one big sales force that represents all products or do you allow each division to have their own sales team?     There…
Dig Deeper For Customer Insight To Win Deals

Dig Deeper For Customer Insight To Win Deals

Today’s sellers are deluged with ideas to help them be more successful.  Whether it is social selling, big data, Challenger selling, or some other topic, everyone seems to have an answer…
Competitive Sports and Team Selling

Winning At Competitive Sports And Team Selling – Know Your Role

In complex B2B sales, there are often teams involved on both sides…