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But I already have a sales process... http://bit.ly/2jnxIyS
Just because you think you have a sales process, doesn’t mean you do. And whatever you are calling “sales process” probably isn’t as great as you think it is...
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2016 count-down: our top ten most-read articles http://bit.ly/2jiQ1Vz
We’re still waiting on the analytics companies to tell us how 2016 went for our industry on the whole, but we can tell you that 2016 was remarkable for us.
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Mind the sales gap - seven compelling reasons you need to know where yours are http://bit.ly/2iI57GB
By examining the gap between your sales practices, current best practices and emerging best practices, you can detect and fix gaps to improve sales performance.
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B2B selling is too complex and dynamic for a formal sales process http://bit.ly/2iE2HVE
Considering the complexity of the B2B sales, a formal sales process would only inhibit good salespeople from doing their job flexibly and well?
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How to use positive psychology to make your salespeople happy http://bit.ly/2hHlrq3
How can research from the field of positive psychology make your salespeople happier and further their sales performance?
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Why Salesforce CRM sucks for salespeople and how to fix it http://bit.ly/2htc4e1
Salesforce CRM has become the de facto standard for sales department, but it’s really not everything it was cracked up to be...
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Should We Develop or Replace Sellers? http://bit.ly/2iut8wt
Bob Britton uses the analogy of the Golden Goose to highlight the problems surrounding sales performance problems and high staff turnover.
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What is your sales organisation going to do differently in 2017? http://bit.ly/2i2YBuy
What did you learn from last year and what is your sales organisation going to do differently to close the gap between your best sales people and the rest?
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Account Based Everything http://bit.ly/2iw1N1e
I’m somewhat amazed about the sudden discovery of “Account Based Selling". So important, yet I have to chuckle at the apparent novelty of the concept.
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Strategy vs. skill - a Las Vegas showdown http://bit.ly/2i7uJwl
How the veteran sales consultants at Vantage Point helped a customer in Las Vegas identify how to improve their sales effectiveness.
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What to include in a win loss review process (#3/3) http://bit.ly/2hVmELo
In the third article in this WLR series (see part one and two), we'll answer the question "Now What"?
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How to set up a win loss review process http://bit.ly/2hrNhHy
How we can develop a win/loss review process that’s specific, actionable, measurable and repeatable for our organisation?
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The Sales Effectiveness Platform for Complex B2B Sales
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