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Sales Performance International
105 followers -
Exclusive Owners of Solution Selling® Sales Process and Methodologies
Exclusive Owners of Solution Selling® Sales Process and Methodologies

105 followers
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In our recent eBook, "Sales Performance Improvement Trends for 2018 and Beyond", SPI's Ken Cross discusses utilizing AI and Machine Learning to enhance sales performance.

#Salesperformance #solutionselling #AI
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Pourquoi nous avons développé SPI-1 #Salesenablement http://ow.ly/vEjt30bXDjw
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If a seller does not have a clear competitive strategy, then they do not really know how to win. They can only guess about how much they should invest – or even if it makes sense to pursue the opportunity in the first place.

http://www.solutionsellingblog.com/home/2015/10/12/using-competitive-strategy-to-win-sales.html
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In the United States, the Affordable Care Act (ACA) is forcing healthcare providers to change their business and practice models. In order to reinforce the mandate to decrease the cost of care and improve outcomes, the Department of Health and Human Services, for the first time ever, has set targets for the percentage of Medicare reimbursement that is tied to either value or outcome.

http://www.solutionsellingblog.com/home/2015/7/27/aligning-sales-teams-with-healthcare-buyers.html
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While the elements of ‪#‎BANT‬ are important information to know, they don’t really reveal the true quality of an opportunity. More importantly, BANT doesn’t provide sellers with insight about what they can do to win.

http://www.solutionsellingblog.com/home/2015/7/9/bant-isnt-enough.html
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We have observed that most sales organizations struggle to define what “good” and “great” salespeople should look like. They typically default to the characteristics of people who have succeeded in the past. 

http://www.solutionsellingblog.com/home/2015/6/23/current-sales-talent-vs-future-growth.html
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When thinking of the importance of behavior change for #sales representatives in #LifeSciences, one quote comes to mind: "If you do not change direction, you may end up where you are heading" - Lao Tzu

Solution Selling® Blog: http://www.solutionsellingblog.com/home/2015/2/3/from-samples-to-studies-the-changing-landscape-of-life-scien.html
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