Why You Should Manage a Sale Like a Project

A few years ago, a Sales Director called me with an idea for a new approach to solve the slow pace of enterprise sales pursuits. She had read a....

Five Tips to Increase Sales Productivity

In the article "Freeing up the Sales Force for Selling", McKinsey noted an example of a logistics company that discovered that its reps spent 35....

Five Key Strategies of Over-Performing Sales Teams

Why do some sales teams outperform? Is it coaching? Sales process? A great customer relationship management system (CRM)? Blind luck?
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