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Ann Clifford
Michael Williams

May 9, 2010

3 Legs to Sales Success

Have you ever heard the following? My sales reps can’t sell. They don’t prospect for new business. They can’t close. They don’t seem motivated to earn […]

April 18, 2010

Hiring Sales Reps . . . Gut vs. Data?

One reason sales reps are difficult to hire is they tend to have high “relationship effectiveness.” In simple words, they are “likeable.” They convince us early on […]

March 19, 2010

Technology Sales Talent – 4 Step Hiring

Jack Welch says, “. . . hiring people is brutally hard. New managers are lucky to get it right half the time. And even executives with […]

February 14, 2010

Hiring Technology Sales Talent: 2 Key Essentials

When hiring a sales professional in the technology arena, there are only two essential criteria for evaluating a sales candidate. 1) Can they sell? AND 2) […]