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Internal champions sell when you're not there! 7 tips for salespeople for identifying and developing internal champions. Read More

Buyers have a myriad of products to choose from - salespeople must ensure that they're products - and services - are included in the consideration set. Sales reps cannot win a sale if they don’t understand the buying process, don’t make the initial cut-off and once there – don’t understand the trad Read More

Corporate buyers now are able to easily gather in-depth information about you and your competitors, so they’re more knowledgeable about your company and its products than ever before. One thing we know for sure is when buyers change how they buy; it’s a good idea for salespeople to rethink how they Read More

Sales reps - win customers for life! SmartBusinessTalent.com podcast interviewing Dr. Richard Ruff containing tips and best practices. Read More

Storytelling is a key tool for sales reps when talking with customers - 16 tips for successfully using storytelling and three situations when storytelling is particularly helpful when selling. Read More

Networking is simply getting the right message, to the right person at the right time. Fundamentally, networking is about knowing who’s who and having relationships characterized by superior access and credibility. Read More

Provide sales reps the autonomy they appreciate and the personalize rewards and recognition for the small successes they achieve everyday. Read More

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