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Daring to be Different… Like Everyone Else

by WBAdmin | Jun 16, 2016 | Leaders & Leadership, Sales Enablement

  Differentiation is hard. That’s why there’s a lot of frustration about it in sales—VPs, execs and managers, all pulling their hair out because their teams are struggling to grab the right attention and communicate their value properly. The same questions are...

Sales Training: Avoiding the BS

by WBAdmin | Jun 10, 2016 | Improvement, Sales Enablement, Sales Managers

  I was having lunch in the City with a friend the other day. He loves what he does and is very, very good at it, but he was fuming. He had just come out of a morning-long training session, and it had been a waste of his time. “It’s bullsh*t” he...

Persuading Vs. Communicating Value in B2B Sales? Come On…

by WBAdmin | Jun 3, 2016 | Leaders & Leadership, Sales Enablement, Sales Managers

  I read an article on LinkedIn this week that I just can’t shake. Not because it was so enlightening, revolutionary, or boundary-pushing, but because it was stupid and it annoyed me.   The piece was an interview between two guys who should know better—old...

Being the Third Wheel: Selling to ‘Taken’ Prospects

by WBAdmin | May 11, 2016 | Leaders & Leadership, Sales Enablement, Sales Managers, Sales People

  GREAT NEWS. Your sales team scored a meeting with their dream prospect, the sort of client that would send them flying through their quarterly reviews, smash their numbers for the year, and probably earn them some sort of mini-break. At least.   But...

Dominating Share of Mind in B2B Sales

by WBAdmin | Apr 21, 2016 | Improvement, Leaders & Leadership, Sales Enablement, Sales Managers, Sales People, The Changing Face of Sales

  With a faster, more competitive marketplace and sales departments globally being staffed by the sort of vacant-eyed reps that are currently weighing the industry down, share of mind is more important than ever in B2B sales. The sales landscape is constantly...

Why are there so many TERRIBLE Salespeople?

by WBAdmin | Apr 8, 2016 | Leaders & Leadership, Sales Enablement, Sales People, The Changing Face of Sales

  If you’re a sales leader, this is a question you’ll have asked yourself time and time again. Probably with your head in your hands, a stiff drink on the desk, and last quarter’s numbers glaring at you from the computer screen. I read a set of 2014 stats this...
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