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In life there are few things people want as much as security. This is especially true of a salesperson, who is already taking a great deal more risk than the average employee.

We already invested time talking about how smarter sales content analytics impact and improve your business in our article “Sales Enablement in the Digital Age.” While we certainly see how analytics play a huge role in driving businesses forward, the digital age of sales management allows us to do much more. It’s true that evolving ...

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

Ever realize how much you can learn from watching other people screw up? Sometimes I think that watching the missteps and wrong moves people make can be even more helpful than watching them do it right. When it comes to sales I am obsessed with learning. To be good at sales I think you have ...

Individuality is a key trait of today's salesperson and a critical component of their mindset.

Organizations are getting a raw deal; they recruit salespeople with impressive credentials and experience and expect these individuals to apply what they know and have done to improve performance and achieve higher levels of market success. The problem is, salespeople and everyone else are the victims of an education system that teaches compliance; adhere to ...

Align content and technology with organizational initiatives Today’s digital world has dramatically and forever changed the selling environment. Business buyers now have answers, opinions, and research at their fingertips, thanks to advances in online and mobile technologies. As a result, salespeople are invited late to the sales opportunity, after major decisions have been made. Within ...

What's the first component of a salesperson's mindset--of social intelligence--without which none of the others will fall into place? That would be self-responsibility.