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How Conversation Intelligence allows Sales Leaders to see the future.
By on November 12, 2020

In a matter of a few years, we have gone from having few ways to quantify business progress to having so many metrics that it’s hard to choose. As a sales leader - It is important for you..

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The LAVA Technique to Objection Handling
By on November 8, 2020

“I don’t see what your product could do for me”, says a prospect, “It is just too expensive”,  says another.  As sales reps, you face objections in every pitch and have probably tried some..

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What a million sales conversations reveal about the COVID-19 crisis
By on October 22, 2020

The ongoing COVID-19 pandemic has impacted all facets of everyday lives. It is no surprise then, that it has also impacted sales in a big way. For many sales teams - there has been a..

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CRMs Suck & We’re Stuck! Or Are We?
By on July 16, 2020

I’ve mostly surprised by how successful CRMs are as a category of sales enablement tools. Most startups make early investments in CRM as their first go-to solution to think about sales..

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Scaling Mount McQuota – The muddled middle of sales performance
By on July 2, 2020

VPs of sales tasked with hitting quota for the quarter ultimately rely on their teams making their numbers. When handling a sales team, we all see that bell curve distribution between the..

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Sales Coaching’s Bum Rap
By on June 9, 2020

It’s always surprised me that companies don’t invest more seriously in sales effectiveness. It’s like going to the gym I guess… one of those things everyone knows is good for them, but is..

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