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In today’s world in which a buyer can totally bypass the traditional buyer/seller relationship, sourcing product or service information directly online, the requirement to restructure your sales force to match up with these buying patterns has become even more crucial. In their excellent book Rethinking the Sales Force, Neil Rackham and John De Vincentis explore ...

There are many things that impact a sales cycle. Of these, indecision can be one of the most negative. Why?

Condensed from a Pipeliner SalesChat Interview with Ken Thoreson, conducted by John Golden Ken Thoreson is the president of Acumen Management Group and a recognized expert in sales execution channel management. He has over 18 years in consulting and advisory positions and has led development-stage entrepreneurship as well as $250 million national vertical software sales ...

Top sales experts Kurt Shaver and Tanya Pluckrose will speak at this event - register now to reserve your place.

Okay, so we hear you asking “What on Earth is a Purveyor of Prosperity?” Put plainly and simply: it is a salesperson.

Condensed from a Pipeliner SalesChats Interview with Dan McDade Interview by John Golden Dan McDade is certainly qualified to talk about leads. He founded PointClear in 1997, and for over 20 years he’s been instrumental in developing strategies that assure that 100% of the leads delivered to his company’s client sales organizations are fully qualified ...