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As in any business function, strong leadership is essential for sales teams, now and moving forward. In an uncertain economy, businesses — and the employees whose livelihoods depend on them — need sales professionals who are at the top of their game.

Why More Sales Leaders Are Investing in Sales Coaching

3 min read
Sales coaching, the process of developing people to achieve excellence and performance by helping them master skills, is growing in importance. In a technology-enabled sales environment, companies have rediscovered the value of communication skills.

What’s Missing From Your B2B Sales Enablement

4 min read
Most modern organizations, whether they’re for-profit companies or not, use a marketing automation system with a customer relationship management database. It provides a more holistic view of customer engagement and greater insight.

Activating the Revenue Team to Generate Client Value

4 min read
Every business-to-business (B2B) sales organization of any size has some version of a strategic deal review or full account review. More often than not, the review is painful for three primary reasons.