Coaching Incentives Revelation Vendor 
Igniting Sales Transformation
DECEMBER 1, 2019
The surprising thing is that this is NOT a new revelation. Buyers do say they have higher standards for salespeople, can take their business anywhere, expect vendors to personalize their approach, and that they will work with sellers who act as trusted advisors. The activity KPI’s we set today, which incent the wrong behavior?
HeavyHitter Sales
MARCH 22, 2012
As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Each vendor, most likely, has equally talented, friendly, and professional salespeople who come to your office. Given that, how will you behave with each vendor? However, you will select only one product.
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