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Technology has drastically changed the landscape of sales. Door to door selling is almost non-existent. Buyers are more educated on products than ever before. Even odder, B2B clients are refusing to take face to face meetings. I have been in situations where a client has invested over $225,000 and I had to beg them to ...

We are officially halfway through 2018, and it’s a great time to be in sales. This sales article provides actionable insights to help you understand the current climate of the business world, and leverage tools and skills to make this the best year yet. Technology Changes: The sales world has been inundated with a surplus ...

Predictive intelligence, also sometimes referred to as predictive analytics, is a sophisticated method of delivering unique sales experiences to your clients. Using the power of artificial intelligence (AI), predictive intelligence uses algorithms to deliver content to customers, or potential customers, based upon estimations of what they may want or need. Anticipating the intentions of a ...

There are certain skills and traits common to everyone who strives for and achieves any reasonable level of success in the business world. That much is clear to anyone who has worked for a large company or held roles in different areas. But some role requirements and tendencies overlap more than others. Take a sales ...

Next time you’re in a room full of business owners, try asking ten of them to define business development. Chances are, you’ll get ten different answers. Some might use the term interchangeably with “marketing,” while others think of business development as whatever the sales team does all day. A lot of people go to classes ...

There used to be a time long ago when someone who wanted to start a retail business had to invest large amounts of capital for a storefront and a place to store their inventory. Along came the Internet and dropshipping, offering entrepreneurs a new way to do order fulfillment. Dropshipping is when the e-tailer receives ...

Building a sales organization that is able to respond to “the unexpected” is one of the most challenging roles for leaders to play in today’s environment. Market dynamics are significantly different than in the past where there were greater continuity and relatively less unpredictability. Today it is commonplace to see multiple new technologies shot into ...

Most everyone is familiar with Charles Dickens’ classic A Christmas Carol, which relates the story of the greedy old Ebenezer Scrooge. Mr. Scrooge is visited by three different spirits who show him the various stages of his life—past, present and future—and how the various decisions he made led to his miserable existence. When Scrooge is ...