Category: Sales Operations

SUCCESSFUL DATA-DRIVEN SELLING ORGANIZATIONS FOCUS ON PEOPLE — NOT TECHNOLOGY

SUCCESSFUL DATA-DRIVEN SELLING ORGANIZATIONS FOCUS ON PEOPLE — NOT TECHNOLOGY

In the early 2000s, Oakland Athletics general manager Billy Beane and assistant general manager Peter Brand replaced all their star
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The Golden Rule of Buyer Retention

The Golden Rule of Buyer Retention

Buyer retention is vital to the revenue performance of your selling organization. Compared to prospecting new buyers, retaining 5% more
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Communicate Price Increases

THIS IS HOW YOUR CUSTOMERS WANT YOU TO COMMUNICATE PRICE INCREASES

“U.S. Inflation Rate Accelerates to a 40-Year High of 7.5%.” “Strong consumer demand and pandemic-related supply constraints continued to push
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What Is the Point of Meeting Buyers In-Person Anymore?

What Is the Point of Meeting Buyers In-Person Anymore?

B2B virtual selling has become so commonplace and necessary today that we often forget about the benefits of meeting with
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What Does Employee Experience Management Have to Do With Your B2B Executive Teams?

What Does Employee Experience Management Have to Do With Your B2B Executive Teams?

As teams across the world face talent shortages and high turnover, an employee experience management strategy becomes even more important
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When Inflation Bites, Value Fights

When Inflation Bites, Value Fights

In recent days, the Federal Government is finally acknowledging what many in the retail industry have been saying for more
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Paul Stansik on How the Chief Reminding Officer Approach Will Elevate Your Sales Kickoff

Paul Stansik on How the Chief Reminding Officer Approach Will Elevate Your Sales Kickoff

Sales kickoffs present an opportunity to reset and refocus the team on what matters most. They inject energy into the
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Meet 2022 B2B Challenges Head-On

Meet 2022 B2B Challenges Head-On

By now you have been flooded by “resolution” and “2022 B2B trends” messages. Let’s cut through those parrot calls and
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Sales Leaders’ Tip Sheet for Talking to Product Management Teams

Sales Leaders’ Tip Sheet for Talking to Product Management Teams

The sales team walks a unique line between their B2B organization and the buyer. This means salespeople have direct access
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3 Timeless B2B Selling Lessons From 2021

3 Timeless B2B Selling Lessons From 2021

Change permeates our marketplaces. Yet since early 2020, the pace of change has accelerated. As a result, the B2B selling
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