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Need to Educate Your Buyers? Use This Teacher-Approved Framework

Hubspot Sales

Reps have transitioned from simply being providers of information to providers of information and educators. Start Educating Your Buyers. Editor's note: This post was originally published in December 2015 and has been updated for comprehensiveness.

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Tactics To Help You Meet Your 2020 Sales Goals

Sales and Marketing Management

Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Before they are ready to make an educated buying decision, however, they need insight, context and practical solutions to their business problems. He told the audience about his research and his expectation that out of the then 4.5

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Engaging Empowered Customers

Sales and Marketing Management

Issue Date: 2015-07-20. The empowered consumer is a tough target to sway, so to win over-educated customers, brands need quality content. The empowered consumer is a tough target to sway, so to win over-educated customers, brands need quality content. Author: Mikita Mikado, CEO, PandaDoc. read more

Customer 120
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45 minutes to a smarter you

Sales and Marketing Management

Issue Date: 2015-03-01. Teaser: I have always tried to avoid writing the formulaic editor’s note that inventories the content of the issue and tells readers how entertaining and educational it all is. Author: Paul Nolan. read more'

Education 120
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Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees

DiscoverOrg Sales

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Here is a link to the Supergraphic that will let you zoom to see all of the companies in 2015: [link] ).

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Sales mastery 2015 – a horse of a different color

Sales Training Connection

Sales Mastery 2015. Or, perhaps we should just wait for a revolutionary technology to emerge from our colleagues in educational technology? Second, tune into the changes in the background and expectations of the people that are becoming new sales reps in 2015 and how these people are likely to function in today’s world-of-work.

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The Failed Last Chance Marketing Messages for 2015

Increase Sales

For today’s educated buyers be they homeowners looking for a realtor to executives seeking solutions to repetitive workplace culture and operations problems price is usually not what is going to make or break the sale for the top sales performers. Of course educated buyers have done their research and are not willing to totally ignore price.