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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

The Emergence of Investments in RVP/AVP Coaching Training

Dec 13, 2018 5:00:00 PM - By Jamie Shanks

I’m blessed to have developed a strong relationship with my fellow CEOs at sales training, consulting and advisory firms around the world.  We chat at ...

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66% of Companies Lack a Formalized Lead Generation Process - CSO Insights Study

Dec 7, 2018 5:00:00 PM - By Jamie Shanks

As a Chief Revenue Officer, it’s daunting to think about your 2019 sales goals. The CAGR (Compounded Annual Growth Rate) might have your targets accelerate ...

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Highly Effective Sales Plays That Blend Digital Sales & Experiential Marketing

Dec 3, 2018 5:00:00 PM - By Jamie Shanks

Sales professionals are always looking for a compelling reason to reach out to prospective customers. Most sales professionals lack a game plan, and that ...

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Eliminate “Random Acts of Prospecting” with an Activation Cycle – SLA

Nov 23, 2018 5:00:00 PM - By Jamie Shanks

When you walk the sales floor, or conduct your 1-on-1's with your sales team this week, pay attention to the "random acts of prospecting".  Seller A is so ...

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Long Sales Cycles Require “Learning Paths” to Align the Buying Committee

Nov 20, 2018 5:00:00 PM - By Jamie Shanks

Does your sales team have 6-18 months sales cycles? Is the buying committee involves 5-10 people on every customer transaction? Does it feel like your sales ...

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Are You Focused on specific key accounts? Learn to focus on 1-2 digital sales plays.

Oct 30, 2018 5:00:00 PM - By Jamie Shanks

Do you have only 10 accounts? Does your entire sales division focus on only 100 global accounts? Digital sales is not a “prospecting” motion in your mind, as ...

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Account Planning: Competitive Intelligence & “Seeking out Poison Pills” in key accounts

Oct 22, 2018 3:00:00 PM - By Jamie Shanks

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Why you Need Account Based Marketing for Your Organization?

Oct 17, 2018 4:00:00 PM - By Jamie Shanks

Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective ...

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Less Product More Training - The Secret Sauce To Your Upcoming Sales Kickoff [Infographic]

Oct 17, 2018 10:00:00 AM - By George Albert

 

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Do’s and Don’ts for your 2019 Sales Kickoff

Oct 11, 2018 3:00:00 PM - By Jamie Shanks

Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it ...

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Why do Sellers Lose Key Accounts?

Oct 9, 2018 5:00:00 PM - By Jamie Shanks

One of the worst nightmares faced by sellers in B2B sales is when a key account goes from an active stage to a closed stage, in other words when it is lost to ...

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How to Plan, Execute and Drive Results?

Oct 5, 2018 2:58:12 PM - By George Albert

  2019 is just around the corner and it is time that businesses pulled up their socks to prepare for the sales kick-off meeting in the New Year to improve ...

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How Do I get Started with my 2019 Sales Plan?

Oct 5, 2018 12:41:33 AM - By George Albert

Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now. ...

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