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We all know that people do business with people, not with businesses. And that is why it is so important for companies to place an importance on vetting their sales representatives before you hire them. Your sales team is only as good as how they are able to adapt and resonate with a customer. Whil Read More

The average sales cycle is 22% longer than it was five years ago,1 which is not good news for sales professionals. In a world with more options and less patience, it’s important that sales organizations are providing potential customers with everything they need at each step of the buying phase and Read More

There is a tremendous amount of “Hype” around Sales 2.0, social selling, or sales without the phone. All of it suggesting that to succeed in sales you no longer have to make calls or work your butt off, you just need to tweet, spend time on LinkedIn and make sure you update Facebook on a regular ba Read More

There is a lot of discussion in pharma today about increasingly competitive market dynamics, changing economy, increased regulation, and a host of other challenges. The result of all this discussion? Lots of new sales approaches, marketing strategies, increased investment in interactive content, a Read More

In 2014 MGA’s and their parent insurance and financial companies face 5 customer engagement challenges to create a competitive advantage in a highly competitive market. Read More

It’s that time of year again. Sales Kick-off! You bring the team together. Sales, Marketing, Services. Everyone is pumped to talk about how this year is going to be the best ever. How things will be different, and how all of the new plans are going to change everyone’s destiny. It’s a great time. Read More

Or more accurately, do you know what they are saying, selling and showing to your customers? Like it or not, most salespeople work on an island where they get to choose how they interact with customers and as a result most organizations have a big problem. Read More

It is sad to note that 40% of all sales materials remain untouched by sales representatives. As a result, staggering yearly budgets allotted for resource development go to waste. Proper sales enablement techniques can help you recoup those losses. Enablement of sales has opened a new avenue which e Read More

Outperform your competition by transforming your sales strategy and systems to effectively engage your customers. Read More

Choosing the right content management system can be quite tricky. Unless you have specifically defined set of goals and requirements, you can be lured by fancy functionalities that you might never use. So, what are the things that you should consider for in a content management system? Read More