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IBM Study Cites 4 Key Traits of the New Midmarket Sales Professional

Score More Sales

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post.

Study 198
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‘Tag questions’ can boost your sales – don’t you think?

Selling Essentials RapidLearning Center

In many studies, they’ve been shown to diminish the perceived authority of the person using them and make arguments less persuasive. But a study suggests that the earlier research was overlooking a key variable – and that under certain circumstances, tag questions can make you mor e persuasive with your buyer. or “Makes sense, right?”

Journal 52
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Being more remarkable in virtual sales meetings

Sales and Marketing Management

based market-sizing study done by InsideSales.com found that, of the 5.7 a big jump from just years before when they ran a similar study. The study also assessed the recall and retell-ability of the various conditions?—?both The study shows that salespeople need to get contacts beyond passive on their phone or web-based calls.

Meeting 230
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“Why I’m So Interested In Selling,” Gus Maikish

Partners in Excellence

Having majored in Psychology there weren’t many opportunities for someone with a BS degree in that field. IBM was not hiring in 1969 when I was discharged so I worked at a few other companies doing technical work and studied for an MBA in night school. My sale made it to the Wall Street Journal.

Banking 78
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Mentoring: Does it really help develop careers?

Selling Essentials RapidLearning Center

One landmark study , by scholars at the universities of Georgia and South Florida, stands out. The researchers compiled the results of 43 studies of workplace mentoring and put them through advanced statistical analysis. Journal of Applied Psychology, 89(1), 127-1367. Academic research says yes — with a caveat.

Journal 52
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The Six Essentials of a Great Remote Work Culture

Zoominfo

This is a critical point at which a company has the opportunity to build a strong understanding of the company’s culture. A study by Great Place to Work found that productivity increased sharply at the start of the pandemic in 2020. A new employee receives their laptop and begins the remote onboarding process.

Lead Rank 130
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The Definitive Guide to a Data-Driven PR Strategy

Zoominfo

Large companies have the means to fund complex research studies, run advanced data analysis, or partner with other companies, while smaller organizations are often left to gather and analyze data on their own. The food company then pitches the following: Study shows vitamin B-12 is necessary for weight loss. Simple enough, right?

Data 188