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The criteria for hiring salespeople have changed dramatically over the past decade. Customers don’t look for salespeople that want to control the conversation anymore; they look for reps that are data-driven, solution-oriented, and empathetic. Read More

Companies cannot develop and sustain a superior sales force without putting great emphasis on the importance of the front-line sales manager role. Unfortunately we have seen a fair number of companies that failed to do so. To start, take a look at what motivates mid-level sales managers most. Read More

At the heart of Waigaya is a single concept: paradoxes and disagreements are the essence of continuous improvement. However a KAM chooses to implement Waigaya – the underlying principle holds – without incorporating the sales and competitive intelligence from others supporting the account, only an Read More

Salespeople can create customer value by how they sell, as well as, what they sell. Keeping promises in an excellent case in point. It creates customer value. Customers say that top salespeople keep promises - an underpinning of their sales success. Read More

4 tips for successful entrepreneurs from the Gallup organizations that apply to sales managers, too! Read More

Sales managers running successful sales meetings introduce issues and then solicit opinions and comments from their sales team before sharing their own point of view. Speak last - rather start by asking questions that build on and challenge the ideas on the table so your sales team buy in. Read More

Sales managers should identify and focus on what their sales teams are doing successfully. Figure out how to codify those successes so they are repeatable and can be used more pervasively. Read More

Top performing salespeople both need and want coaching. So don't neglect your top salespeople - 7 tips for coaching top sales reps. Read More

As the 4th Quarter begins, salespeople are looking for ways to meet – and exceed – their sales quota. Sometimes the path to success is not only working harder, but working smarter. A quick way to get smarter is to leverage the power of online sales training.

Here are 10 reasons why onl Read More

When MedTech companies plan their sales training initiatives, clinical staff are now being considered as part of the target audience. And MedTech is not the only industry where clinical people could be involved in sales. IT and Professional Services both find themselves with a staff of technical pe Read More