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2020 B2B Must Have: Sales Manager Effectiveness

According to Sales Management Association research, only 15% of sales managers believe that their companies provide the right amount of sales coaching. If you combine that information with a recent Gartner survey that identified sales manager effectiveness as a top three priority for sales leaders in 2020, an interesting picture begins to emerge. Organizations are […]

It is More Important Than Ever for Marketing to Know the Buyer

It’s a New Decade. Time to End Old Sales Thinking.

Something curious happened in Sales. Without any research into whether it works, sales leaders decided that sellers needed a single set of guidelines to execute. This idea became so ingrained in the sales culture that its perceived as a check box, a must-do in order to improve your sales team’s results. The first “modern” selling […]