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Stop Buying Digital Snake Oil for Your Account Based Sales Team

No More Cold Calling

Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. She finally asked her team: “Did you ever close business over email?” Well, sure.

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Excuses Don’t Count: December Referral Selling Insights

Pipeliner

Only a little more than half of account based sales reps made quota in 2016, according to CSO Insights. Based on what I’ve heard from sales leaders, 2017 wasn’t much better. There are many possible reasons that account based sales reps miss quota. Weren’t coached by their sales managers.