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November 28, 2017

We should do away with the notion that it's basically the luck of the draw of getting good salespeople as opposed to bad salespeople. The truth is most of them are somewhere in the middle and it is up to managers to elevate them.

There's a question all top managers shou...

November 21, 2017

Sales in a dangerously reactive mode in many organizations. Indeed, research suggests that the seller is the initiator of contact in only a minority of instances – most opportunities are the result of the customer calling.  In this insight we will explore the implicati...

November 8, 2017

There are mixed feelings on whether sales trainings actually produce the results that they should. There are several reasons why sales managers are often left unsatisfied by sales trainings or educational seminars. According to a survey done by Sales Performance Intern...

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