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Best Practices in HR
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A Roadmap For Value Based Selling

A value based selling approach is intended to help salespeople focus their client conversations around creating product value versus price. This helps to better differentiate themselves in a highly competitive market. Yet, for all the buzz surrounding solution or value selling, many organizations still struggle to execute on it. What’s holding them back? Why is […]

Adapting to the Realities of Remote Sales

As customers get more comfortable with buying virtually, their expectations are going to continue to go up. And that means, when it comes to remote sales, your team needs to keep raising its game. Remote sales is the reality for most companies now, and likely will be for the foreseeable future. In fact, in some […]

Sales Success and the Importance of Tapping Into Purpose

Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Every sales leader is looking for that magic formula for sales success — the one that will lead to higher conversion rates, increased revenues and stronger customer loyalty. And in today’s digital world, […]

Change and Culture at the Forefront of the Sales Leader’s Agenda

Regardless of the changes on the horizon, organizations with sales leaders that can adapt to change and cultivate their sales culture through learning will be the ones able to keep pace and stay productive through any business cycle. By Will Milano We joined two hundred senior sales leaders gathered last month in Atlanta for the […]

Five Things CEOs Want Their Sales Leaders To Know

When it comes to the sales leader’s performance, the best CEOs are holding them accountable for more than just the number; they expect them to grow their people, too. As the revenue producers, it’s not surprising that the sales function is always on the mind of the CEO. But it’s not just because the sales […]

Is Your Sales Training Doing Any Good?

Simply knowing how to sell doesn’t in and of itself create sales winners. For sales training to help all salespeople grow, we have to search for deeper reasons—the real reasons why people sell or fail to sell. How comfortable are you taking your current salespeople—with the level of performance and skills they have right now—into […]