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blog roundup FROM THE SELLING POWER BLOG


Turnover: The Silent Sales Killer TROY HARRISON


Company X is a vendor with whom I have done business for six years. I’m loyal to this com- pany because it provides a service that helps me. I spend quite a bit of money with this company, and I’m sure that, when Chris looked at my account, he figured he had a pretty solid customer and a good sales call. That’s why I’m sure, when he called me, my response was a huge surprise to him (and it might be to you, as well). Read More >


CONSULTANT AND AUTHOR


FROM THE SALES 2.0 BLOG


Five Things Data Cannot Do for Salespeople JOANNE BLACK


FOUNDER NO MORE COLD CALLING


Confession: When I heard the theme of the April 27-28 Sales 2.0 Conference in San Fran- cisco – “Creating a Predictive Sales Organization” – my heart sank a little. As a firm believer that people, not technologies, drive the sales process, I was afraid I would hear all about how data finally trumps people – that analytics are now the be-all, end-all for sales and that selling skills no longer matter. Boy, was I wrong! Read More >


FROM THE SALES LEADERSHIP BLOG


How to Tell If Inside Sales Is Right for Your Organization ALISON BRATTLE


MARKETING MANAGER ACHIEVEGLOBAL UK


The structure of most sales organizations hasn’t changed much in the past few decades. The average organization is made up of a number of sales reps working in the field, who meet face to face with current and prospective clients. Those field reps are supported by additional staff members and “inside reps” who complete the internal work associated with completing the transaction. However, that’s slowly changing. The inside reps are no longer support staff who do the “back end” work – they’re now the people who are actually closing deals. Read More >


SELLING POWER AUGUST 2015 | 9 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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