Archive by Tag research paper

February 18, 2020 Adam Norton

eBook: The Real Secrets To Sales Manager Effectiveness

[vc_row][vc_column][vc_column_text] Letting go of common beliefs to improve sales execution You’re likely interested in this ebook because a portion or all of your job is to find ways to help your salesforce hit its ever-increasing targets. (organizations hire smart people who are excellent problem solvers and put them in this crucial role. Yeah, you!) Being […]

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July 9, 2019 Adam Norton

Research Paper: The Significant Cost of an Underperforming Sales Manager

[vc_row][vc_column width=”2/3″][vc_column_text] When organizations experience a sales performance problem – and most do – they look to one of two places for the solution: their sales processes or their sales methodology. The underlying idea is that improving process or methodology to create consistent sales execution will solve the sales performance problem. This has been the […]

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May 29, 2019 Adam Norton

Ebook: Sales Training Doesn’t Work and Four Other Common Myths About Sellers, Buyers and Coaching

[vc_row][vc_column][vc_single_image image=”3329″ img_size=”full”][vc_column_text] Myths are widely held but are often false beliefs or ideas. They arise and are hard to shake because they are usually based on perceived common sense and logical or long-held thinking. But, myths are myths: incorrect, untrue, and just plain wrong. You can’t afford to hold onto concepts simply because they […]

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March 6, 2019 Adam Norton

Research Paper: Why ‘Agile’ Salespeople Outperform Everyone

[vc_row][vc_column][vc_column_text]There’s an interesting trend afoot in today’s sales organizations. For the past several years, leaders of the sales function have been told that they must implement a standardized sales methodology to drive sales force effectiveness. Of course, standardized sales methodologies come with promises of increased revenues, faster customer-conversion rates, and better onboarding of salespeople. The […]

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