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Avoiding the ‘Commodity Trap’

Remember when James Cameron’s “Avatar” took the cinema world by storm late in 2009? It’s hard not to—the film generated a level of buzz that hasn’t been matched since. By most measures the film was an enormous success. It won nine Academy Awards. It scored big at …


Are you wrecking your conversions?

Imagine a relay race where the runner covers her eyes and tosses the baton to the person running the anchor leg, instead of coming along side, stride for stride and making a clean hand-off. The result would be disastrous.

Yet, that’s exactly what’s happening in most companies’ …


Five Instincts Causing You to Lose Control of Your Deals

You want your sales team to close more business…and do it with higher margins, but if your company’s sales management approach is based on outdated sales processes and bad habits, you’re holding your people back. This eBook for sales leaders illustrates how you can curb your impulses …


Ten Tips for Implementing Sales Negotiation Training That Work!

article_iconHere are 10 tips for building a sales negotiation training program that maximizes profitability and customer satisfaction.

1. Focus on the specific skills. The first step in improving sales negotiation skills is to provide the training and tools that teach your salespeople how to protect pricing and …

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Bridging the Great Conversation Divide

infoRecent research revealed that only half of salespeople feel prepared to create new sales opportunities. The findings shown in this infographic discuss the disconnect between where salespeople feel pressure and how well their companies prepare them for key customer conversations.

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