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As a sales professional or business owner, you face some unique challenges. One of the most important ones is the challenge of effectively communicating the features, benefits, outcomes and experiences that your product or service delivers to customers. We live in a...
According to the experts at Inc. Magazine, it’s far cheaper (and, over the long term, much more effective for the bottom line), for a company to invest in pursuing revenue from existing customers, rather than purely investing its entire sales and marketing budget in...
Sales can be a highly rewarding profession, both personally and financially. But, unlike most other professional disciplines, sales is entirely what you do (or don’t) make of it. What you achieve tomorrow is entirely dependent upon what you choose to do today. That’s...
Getting your sales and marketing teams on the same page is often easier said than done. The skills and abilities necessary to be successful in each role often require very different work styles. Marketing focuses on the written word, expressed through messages and...
Managing sales professionally within any business requires a great deal of focus and effort. You need to define pricing, set quotas, establish activity goals and build momentum, all while ensuring that customers and prospects receive timely support and follow-up from...
Have you ever noticed that articles, books and guides about sales management tend to dramatically outnumber those about sales leadership? Why is that, and what does it mean about the current state of the sales profession? In the business world, we tend to associate...
