Category: Industry

Incentives and bonuses aren't the cure alone: Encouragement, listening and support are free

Incentives and bonuses aren’t the cure alone: Encouragement, listening and support are free

Incentives and bonuses motivate sales professionals for good reason. But great sales leadership calls for more than monetary rewards. A
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King Arthur and status quo: A tale too often played out in sales

King Arthur and status quo: A tale too often played out in sales

Do you know what movie this picture is from? It’s from Monty Python and the Holy Grail-- a classic parody movie
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How to draft a powerful client value story

How to draft a powerful client value story

Based on overwhelming interest in our previous post: The Power of Proof: Client Value Stories, we were compelled to provide
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The power of proof: Client value stories

The power of proof: Client value stories

When asked what the #1 sales ready asset is that marketing needs to provide to their sales channels in a
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The problem with sales training, part 3: Coaching and reinforcement

The problem with sales training, part 3: Coaching and reinforcement

In this series we are taking a look at three distinctions between sales training and sales enablement: Messaging and content 
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3 Immediate steps to engage buyers

3 Immediate steps to engage buyers

We recently sat down with a client team to lead a sales enablement session. In the corner of the room
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M&A upside: How to win amidst daunting statistics

M&A upside: How to win amidst daunting statistics

I’m sure you’ve heard the numbers—various reports and research put the failure rate for mergers and acquisitions (M&A) between 70-90% (Harvard
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Interview with Top Sales Magazine: Getting clarity on sales enablement

Interview with Top Sales Magazine: Getting clarity on sales enablement

This month, founder and President of Mereo, Jay Mitchell, was interviewed by Jonathan Farrington, CEO and co-editor the world-renown sales
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Stay sharp over the holidays: 4 great reads

Stay sharp over the holidays: 4 great reads

Whether you will be busy traveling to see family, or hosting a house full of in-laws this holiday season, you
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Derailing the deal, part 5: No value proposition

Derailing the deal, part 5: No value proposition

Do you ever feel like your deals are heading down the track toward success, but then somehow end up not
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