No More Cold Calling
OCTOBER 30, 2016
Here’s what you might have missed from No More Cold Calling this month. One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” These days, everyone’s predicting the demise of our profession and assuming automation will eventually replace us all. This is a case of incomplete information and people reading headlines only.
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Partners in Excellence
OCTOBER 30, 2016
There are all sorts of books and articles that talk about the attributes of high performance sales people or high performance teams. There are statistics, data points, research, that identify all sorts of characteristics: Aptitude, comfort in talking about money, ability to handle rejection, listening skills, self discipline, time management capability, industry knowledge, market knowledge, competitiveness, goal orientation… The lists go on and on and on.
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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Mindtickle
OCTOBER 30, 2016
So you selected your new employees; excellent, this means you’ve gotten through the hard part. Now they are about to go through the orientation program you have planned for them, but what about training? Laura Vanderkam’s blog post on Fortune.cnn.com references a survey from Accenture that found how 77% of college students who were going to graduate in 2013 expected to receive formal on the job training.
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