Features This Issue
The 41st annual Banished Words List is out, and it doesn't include my nomination. I nominate the other four lettered F-word: fear. Why? Because fear is so corrosive and yet invisible.
A compelling conversation about "sales enablement" is unfolding among thought leaders in sales and marketing. The initial emphasis on sales enablement grew out of what "Harvard Business Review" calls "the notoriously fraught relationship between sales and
Susan is one of the best salespeople in her company. Late last year, she discovered her fourth quarter numbers were short and she needed to nail down one more sale in order to meet her quota and, more importantly, help the company achieve its financial
"Money," wrote Ralph Waldo Emerson, "is, in its effects and laws, as beautiful as roses." Sales leaders cant stop to smell the roses, though - they're too busy balancing priorities to make limited budgets cover a wide range of purposes and needs.
We've all seen the array of "new" sales methodologies and approaches in recent years - from uncovering hidden needs and adapting to the way modern customers buy, to assuming the role of a business partner, consultant or even teacher.
Struggling to differentiate themselves in today's crowded and hurried markets, many salespeople and account managers rely too much on products and pricing and too little on what matters most to their customers.
24 Apr 2018
Constant change and uncertainty have exhausted buyers. The global economy has made every major purchasing decision seem like life or death. Customers today are trying to keep up with changing marketplace dynamics by innovating and taking their company from
Every company wants to grow sales, and using sales training to achieve that goal is certainly plausible. Unfortunately, whether the programs are developed internally or purchased from a supplier, most sales training initiatives fail to
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