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Humans vs. Technology in Sales

Humans vs. Technology in Sales

For Sales Pros / Jul 17, 2018 / Monika D'Agostino

Technology and sales enablement has become really important aspects of today’s sales environment, but there is danger lurking in trying to automate areas that should be left to humans. Technology Does Not Replace Humans Everything in today’s business environment seems to be about technology, the latest developments, content marketing, microblogs, engagement, SEOs, etc. Some companies ... Read More

Selling Behaviors of Commissioned Salespeople

Selling Behaviors of Commissioned Salespeople

For Sales Pros / Jul 15, 2018 / Colleen Stanley

What Selling Behaviors Would Change if You Worked Straight Commission? When I started my sales career, I was a commission only salesperson. I wouldn’t classify this as a gentle transition into the selling world, but it definitely made me work. Not having a base salary is a really great way to learn and develop positive ... Read More

Your Best Sales Year Yet

Your Best Sales Year Yet

For Sales Pros / Jul 14, 2018 / John Golden

We are officially halfway through 2018, and it’s a great time to be in sales. This sales article provides actionable insights to help you understand the current climate of the business world, and leverage tools and skills to make this the best year yet. Technology Changes: The sales world has been inundated with a surplus ... Read More

Becoming the Buyer Expert in Your Company

Becoming the Buyer Expert in Your Company

For Sales Pros / Jul 12, 2018 / David Meerman Scott

In my days as vice president of marketing at several technology companies, I distinctly remember how difficult it was for my team of marketing professionals to command the respect of the salespeople in the company. No matter how much product knowledge we had, that wasn’t enough. We were finally successful in doing so, but only ... Read More

Understanding Predictive Intelligence for Sales: Why Do I Care?

Understanding Predictive Intelligence for Sales: Why Do I Care?

For Sales Pros / Jul 10, 2018 / Jessica Barrett Halcom

Predictive intelligence, also sometimes referred to as predictive analytics, is a sophisticated method of delivering unique sales experiences to your clients. Using the power of artificial intelligence (AI), predictive intelligence uses algorithms to deliver content to customers, or potential customers, based upon estimations of what they may want or need. Anticipating the intentions of a ... Read More

Digital Era of Sales Management

Digital Era of Sales Management

Sales Management / Jul 8, 2018 / John Golden

The Digital Era of Sales Management “If you’re a leader in today’s world, whether you’re a government leader or a business leader, you have to focus on the fact that this is the biggest technology transition ever. This digital era of sales management will dwarf what’s occurred in the information era and the value of ... Read More

What is Business Development?

What is Business Development?

Sales Management / Jul 4, 2018 / Caryn Kopp

Next time you’re in a room full of business owners, try asking ten of them to define business development. Chances are, you’ll get ten different answers. Some might use the term interchangeably with “marketing,” while others think of business development as whatever the sales team does all day. A lot of people go to classes ... Read More

Is DropShipping Still a Good Idea?

Is DropShipping Still a Good Idea?

Sales & Marketing Alignment / Jul 3, 2018 / Philip Piletic

There used to be a time long ago when someone who wanted to start a retail business had to invest large amounts of capital for a storefront and a place to store their inventory. Along came the Internet and dropshipping, offering entrepreneurs a new way to do order fulfillment. Dropshipping is when the e-tailer receives ... Read More

This is How Brilliant Sales Leaders Handle Surprises

This is How Brilliant Sales Leaders Handle Surprises

Sales Management / Jul 2, 2018 / Roy Osing

Building a sales organization that is able to respond to “the unexpected” is one of the most challenging roles for leaders to play in today’s environment. Market dynamics are significantly different than in the past where there were greater continuity and relatively less unpredictability. Today it is commonplace to see multiple new technologies shot into ... Read More

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