Partners in Excellence
MARCH 2, 2024
Here’s Maria: “I graduated with a degree in chemical engineering with a chemistry minor. And I started my career with a chemical company doing the things you would expect a chemical engineer to do…research, development, manufacturing, operations and beyond. How is that relevant?
Sales Training Connection
OCTOBER 6, 2014
Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives. In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”.
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Xactly
APRIL 12, 2018
In demanding circumstances, stress acts as our bodies’ physical fight or flight response, where the body releases the chemicals to help us decide how to act. In the workplace, stress is an important thing for managers to watch for. Sales, in particular, can be a demanding job with long hours, drawn-out sales cycles, and high quotas.
SBI
MARCH 1, 2021
Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .
PandaDoc
NOVEMBER 25, 2022
The typical process usually goes like this: Find prospects whose problems align with the solution that the company is selling. The fastest-growing companies get 40% more revenue out of it than their slower counterparts. Finding the issues common to many or most companies in the industry is a good start. Simplification.
Cincom Smart Selling
JULY 27, 2016
Your systems handle everything from packages prepared for logistical companies like FedEx or USPS Priority Mail to in-plant part and assembly movement within a production facility. This selling partner addresses an entirely different market; their customers use industrial chemicals and gasses.
LeveragePoint
NOVEMBER 13, 2020
Some companies are starting with Excel, which is very painful. Do you often see companies that claim to sell on value, but really fall back on selling on price or performance? But unfortunately that still happens a lot – companies using not as a way to increase prices, but to justify internally why they should decrease prices.
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