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To make the customer buying experience about the customer — whether he or she is a lead, a prospect or a longtime buyer — sellers need to act on the opportunity to establish a connection at all stages of the sales cycle.

The Value of IT Certification

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Many IT professionals earn certifications to develop their skills and advance their careers. But what’s the value of those certifications to them and to the businesses they work for?

The Elevator Pitch for Trainers

2 min read
The conversation that began with Kirkpatrick and continues with Phillips takes place at virtually every training conference, is represented as an article in almost all training publications and is a topic of debate whenever training professionals meet.

Planning to Grow with Your Most Strategic Customers

3 min read
Planning to grow your most strategic customer relationships is a game-changer for many salespeople and account managers, but if you haven’t added this best practice to your arsenal of success tools, you may be wondering how to get started.