Tag Archives: sale best practices

Sales managers – are you ready for 2015?

The traditional role of the sales rep identifying needs and communicating product features is waning, and the ranks of quota-carrying reps without relevant expertise in an industry, function or offering will disappear.” Companies want sales reps that can function as trusted advisors who can provide fresh insights and new ideas for solving business problems. There is a decreasing need for sales reps that function strictly as product facilitators. This blog talks about how. Continue reading

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Avoid silver bullets and 4 other costly major account selling mistakes

Five mistakes that account for the majority of poor decisions. We thought that these five mistakes were equally important for those who are engaged in major account selling. Each mistake is described in this post. Continue reading

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