April 12, 2018
A Harvard Business study revealed that 80% of sales are produced by 20% of the sales people. The old 80/20 rule. Yet, if only 20% of […]
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March 5, 2018
If you hire and manage sales teams, you have probably experienced a bad hire at some point. Perhaps you have experienced more bad hires than you […]
December 1, 2017
Many companies hunt for sales reps with experience in their niche industry. Typically, the supply of these candidates is limited giving sales reps an advantage when […]
October 20, 2017
Discovering a customer’s “pain” has become standard language in the sales world. Yet, the discovery process of uncovering pain still seems elusive to many sales professionals. […]