Growth

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Do You Sell the Way People Buy?

By |2019-02-28T22:04:27-05:00December 15th, 2018|

Most sales and marketing leaders spend countless hours designing new ways to direct buyers down the perfect sales process. They invent shared terminology to communicate this path internally, plot metrics around it and work hard to shepherd buyers to a decision that is in their favor. I know this exercise very well.  This is [...]

Developing Winning Sales Habits – Part Two

By |2019-10-14T14:54:01-05:00July 4th, 2018|

Companies build or buy tools to make success more predictable and repeatable, but without the right skills employees experience those tools as useless or marginally effective at best.   Of course, employee training programs can help. However, without the proper mindset or beliefs, participants will greet your training with resistance, which is why so [...]