November 01, 2012
Books on strategy extol the virtues of knowing your competition or your enemy. From The Art of War to the Book of Five Rings to more contemporary volumes, the advice has now become commonplace. Know your competition. Do not underestimate them. Learn their strengths and ...
October 02, 2012
Between July and September 2012, analyst firm the Aberdeen Group surveyed 310 end-user organizations about their sales effectiveness practices and accomplishments to understand how sales training is most effectively deployed. “Train, Coach, Reinforce: Best Pr...
June 20, 2012
Senior buyers are inundated with sales calls and can find data anywhere. And yet, ironically, when it comes to choosing a salesperson, senior buyers do not give preference to people who know them.
June 18, 2012
It's becoming more and more expensive to hire new talent, and you can't expect that to change any time soon. So instead of looking outside your company for high performers, you'll need to start building them from within.
February 10, 2012
How Will You Give Your Sales Force the Competitive
Advantage in a Knowledge-Based Selling Environment???
Wednesday, February 22nd at 1:00pm E.T.
Success in the future will go to those salespeople who are
positioned in the minds of their customers...
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