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    Is “Winning by Volume” In Its Death Throes?

    At the end of last year, both Google and Yahoo announced new restrictions on any organization sending more than 5,000 emails a day through their networks. These rules go into effect February 1, 2024 and will have a major impact on how companies use email.

    by George Brontén

    Do Introverts Make Better Salespeople?

    The stereotypical salesperson is talkative, persuasive, driven, and outgoing. In other words, extraverted. But is the stereotype right? What if the most successful salespeople are actually introverts?

    by George Brontén

    Why you will finally pay the price of not selling value

    Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever.  

    by Dave Kurlan

    6 sales tech stats from the latest SST report that may blow your mind

    Smart Selling Tools (SST) released its 2019 sales technology benchmark survey recently*, with data comparisons against 2017. Much of the report validates what we already know about sales tech: That it continues to grow at a breath-taking rate. But the details of the report should give us all pause as we reflect on the future of the sales industry.

    by George Brontén

    Is the motivation pendulum swinging back?

    If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides. And recently I’ve noticed a slight trend shift regarding how salespeople are motivated that needs to be shared.

    by Gretchen Gordon

    How big of a role does age play in sales effectiveness?

    I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.

    by Dave Kurlan
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