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Archive

July 7, 2016 Michelle Vazzana

Why Your New Sales Technology Tools Won’t Solve Your Sales Problem

This post originally appeared here in the Selling Power blog. All sales organizations have problems. Sales technologies or tools solve problems. Logic would seem to tell us that all we need to do is match a technology to a problem and voilà – problem solved! Yet, as every sales leader knows, this is not how […]

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July 5, 2016 Michelle Vazzana

How One Conversation Elevates Sales Results

What separates a great manager from a mediocre one? While there are lots of little actions that divide wheat from chaff, there is one activity that elevates a manager’s performance to the top tier: time spent with reps in meaningful pipeline discussions. Vantage Point conducted research into the practices of high-performing sales teams over the […]

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