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So many salespeople miss out on revenue and potential deals because they don’t plan for their sales calls. Learn why this is such a crucial part of being in the sales profession, and get actionable insights to make planning a part of your daily routine. Importance of Sales Call Planning: If you fail to plan, ...

Previously in this series, Nikolaus Kimla covered the history of integration between applications, and the serious programming and IT effort it has required. He then revealed the revolution now occurring in application integration. In this, the final article in this series, Nikolaus discusses the crucial implication these changes bring—now and into the future. In my ...

In the complex world of enterprise selling, we focus keenly on team selling. In selling to and serving major accounts, team selling needs to be much more than just a tagline. It needs to be the way that you do business. In winning, growing and retaining large enterprise accounts, it’s an absolute survival skill. But ...

Account Based Marketing & Outbound Automation – Oh My! The Age of Artificial Intelligence is upon us! So will you lose your job in 2017? Not if you master the following whiz-bang platforms: Man the photon torpedos and tune your dilithium crystals because sales 3.0 or even 4.0 is upon us. AI is steadily creeping ...

What could be missing from your sales playbooks which is crucial for getting business development right?

Quota attainment is often at the forefront of the minds of all sales organization employees. This article gives information and actionable advice to ensure that sales managers help motivate and coach their salespeople efficiently and that salespeople utilize the tools and have the best mindset to ultimately hit or exceed their quota. The Science Behind ...

In my last article, I wrote about French Marshal Napoleon Bonaparte, who even today can be regarded as a remarkable example of strategic leadership. His methods of preparing for battle, his ability to foresee many possible and unprecedented situations, and his awareness of and attention to detail—all are extremely rare leadership traits indeed. Leadership could ...

American retail tends to attract a lot of flak on an international level. Perceived as excessive or wasteful, it is seemingly often expected to be very apologetic about its existence and success — because make no mistake, it is very successful. And while the retail industry as a whole is going through some major changes ...