Tag Archives: research paper

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 feel right or [...]

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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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