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Industrial psychologist and sales researcher Neil Rackham reports in a study of over 1000 sales calls that sales results deteriorated after traditional sales training programs were implemented.
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The War to Attract and Retain Sales Talent
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The need for superior sales talent is increasing, but many big North American companies are fighting-and losing-the war to attract and retain it.
The McKinsey Quarterly reports that a two percent economic grow...
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The Sales Pipeline
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Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the fu...
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Sales Training Materials that Work!
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Sales training materials abound. But which materials, among so many, do you select when preparing to train yourself or your sales force on the often complex and sometimes confusing skills of selling? And what criter...
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Sales Training - short term or long term success?
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Sales Training comes in two winning versions: Short-term success and long-term success.
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