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    The Wall Street Journal Shares News About What it Takes to Succeed in Sales

    Brad Bolino emailed me a link from a recent Wall Street Journal article titled, "Millennials are Changing What it Means to be Successful in Sales."

    by Dave Kurlan

    The Problem With Inbound

    We rely too much on Inbound leads to achieve our goals! Our prospecting strategies are dominated by creating Inbound demand that sellers respond to. Whether it’s emails, social visibility, SEO, or anything else, the focus is on getting buyers to take the initiative to reach us.

    by Dave Brock

    Fix the 3 Most Common Revenue Killing Excuses

    The title says it all. Here are 3 common revenue-killing excuses, what makes them detrimental, and how to fix each one.

    by Gretchen Gordon

    “Customers Only Spend 5% Of Their Time With Sellers!”

    I read a post from a “thought leader.” If focused on how profoundly selling is changing—Wow, I’ve never heard that before. It focused on buyers spending less time with sales people, quoting a Gartner survey, suggesting they get their information from other sources.

    by Dave Brock

    It’s Okay to be Pushy in Sales

    Ever thought to yourself, “Am I in a conversation, or a jousting match…?”

    by Bob Britton

    How to Improve Your Business With Win/Loss Analysis (Part 1 of 3)

    What is more valuable to your sales team than understanding why you win, and why you don’t? Probably not much. But there’s more to win/loss analysis than just improving individual sales performance. In fact, effective win/loss analysis can help you improve almost every aspect of your business.

    by George Brontén
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