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The Quarterly Business Review – It’s All About Value

The Quarterly Business Review – It’s All About Value

For Sales Pros / Apr 25, 2018 / Brian Sullivan

In Sandler Enterprise Selling, the sales cycle is represented by a continuous process consisting of six stages. And continuity is the key as selling to and serving large enterprise accounts through streams of transactions over time in long-term relationships really has no end. That’s the enterprise world. The sixth and last stage in the enterprise ... Read More

How Can Sales Be More Ethical?

How Can Sales Be More Ethical?

Sales Management / Apr 23, 2018 / Roy Osing

My eyes glaze over when I read articles on sales ethics. There is a huge volume of content out there on the topic, and there are almost a limitless number of prescriptions on how salespeople can adopt a better moral code — every writer has their own take on the subject. I find that the ... Read More

Can Sales Ethics Be Taught?

Can Sales Ethics Be Taught?

Sales Management / Apr 22, 2018 / Robert Jolles

I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many. The question is, can sales ethics be taught, and you’ll find ... Read More

The Sales Ethics of Personalization

The Sales Ethics of Personalization

For Sales Pros / Apr 20, 2018 / Daniel Matthews

What do you think of sales ethics of personalization? Have you used personalization in your business? With all the consumer data now available, you could potentially know almost everything about the next person who walks into your store or visits your website. But should you use that information? Strangely enough, that last question is one ... Read More

The Sales Rejection Myth

The Sales Rejection Myth

Sales Training / Apr 19, 2018 / Michael Licenblat

Every year companies spend tens of thousands of dollars on training their sales teams in areas like prospecting, questioning and closing more sales/deals. While this type of training is clearly valuable, it fails to address a key factor impacting sales performance. That is, the ability of the salesperson to manage the rejection they face on ... Read More

Driving Sales at Executive Level: Value Assessments

Driving Sales at Executive Level: Value Assessments

For Sales Pros / Apr 19, 2018 / Tim Haller

It’s certainly no surprise that the landscape of sales is changing dramatically. Neil Rackham of SPIN selling talks about the new landscape for sales and the outlook is not pretty. Transactional business is quickly being squeezed through the hiring of low cost offshore groups, as well as technology and artificial intelligence (AI) solutions. It should ... Read More

SalesPOP! Top Contributor Spotlight: Andy Rudin

SalesPOP! Top Contributor Spotlight: Andy Rudin

For Sales Pros / Apr 18, 2018 / Bruce Boyers

In addition to being a top contributor to SalesPOP!, Andy Rudin has been writing about sales and selling for over ten years. For him, writing is actually an educational experience. “I write so that I can learn,” Andy explains. “For me, finding an edgy or innovative biz-dev idea is like finding a diamond in the ... Read More

Don’t Do This in Getting Past the Gatekeeper

Don’t Do This in Getting Past the Gatekeeper

For Sales Pros / Apr 17, 2018 / Richard Forrest

There was a headline I saw that very much interested me. Okay, admittedly, it actually excited me. It read, “How to handle gatekeepers and reach decision-makers.” This, I thought, is an online article that would be great to share with my B2B sales team. It contained tips on dealing with personal assistants, receptionists, and others ... Read More

Precise Account Management Through CRM

Precise Account Management Through CRM

Sales Management / Apr 17, 2018 / Nikolaus Kimla

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which actually add up to happy customers. Account management is most precisely conducted through CRM. Existing accounts are the foundation and stability of a company. Moreover, it is far less complex ... Read More

For Sales Success Tell The Truth

For Sales Success Tell The Truth

For Sales Pros / Apr 15, 2018 / David Meerman Scott

In a world of increasing scandal, with institutions playing fast and loose with the truth and people slapping “fake news” labels on content with increasing frequency, success must come from telling the truth. Always. Every day it seems like there are new headlines describing how a company or institution has used technology in a nefarious ... Read More

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