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Customer Success Sales Tips SMB / SME Uncategorized brand customers email marketing saleswebinar webinarPeter Drucker once said, “What gets measured, gets managed. ” We add, “ What gets measured, gets a heck of a boost. ” And that is especially true in the case of email marketing. MORE
As an SME, you don’t need to hold on to your product for security, you are free to truly explore. By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”; MORE
A SME is someone who is an expert in a particular area or field – in the business world, they’re sometimes called technical experts or sales support. In a recent team meeting, one of our instructional designers noted that one of the recent trends in their observation with clients at Janek is the inclusion of Subject Matter Experts (SMEs) in the selling process, rather than a Sales Agent just learning about services and products to sell on their own. MORE
Each SME should be one person. Topic SME – Often product or content marketing. Enablement SME – Most likely the enablement team member supporting the internal audience the play is designed for. Answer: Topic SME = Partner Marketing Manager. MORE
These days, the marketing team is able to operate at a much broader capacity, and to do so, we’ve hired more subject matter expertise (SME) within specific focus areas. Putting together a B2B marketing team kind of feels like assembling a superhero group. MORE
I want them to feel safe that it is OK to explore beyond what they know or aware of, and who best to do that with than a Subject matter Expert (SME), namely me. My SME commentary and view of that. By sharing what you see out there, you establish yourself as an SME and the rights that come with that. To further cement my role as an SME they can trust even before we have rapport and become best buds, by editorializing on what I see in the market. By Tibor Shanto. MORE
This means powering up content with relevant talk tracks, best practices, win stories, and SME knowledge that sellers need to handle objections, nurture prospects, and close deals. Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help. MORE
First, it makes sense to define a Sales Managed Environment ® (SME™). The major components of SME™ are as follows: SME sales management improving sales results how to manage salespeople sales managed environmentFor the last 15 years, we’ve built, developed, refined and implemented the principles we associate with a sales environment that is “managed”. MORE
As an SME, you have a very personal relationship with your customers. These are requirements for a business growth that has integrity strengthened by a positive SME-customer relationship. This is the beauty of being an SME: you are closer to your customer base than corporate magnates. MORE
What is the Difference Between SMB and SME? Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. Though it may not seem like it, selling to SMBs can benefit you in the long run. MORE
Working on a project management platform such as Asana or Monday.com can keep SME input organized and on a trajectory that fits your marketing strategy. How do you scale your marketing strategy to enterprise-level and keep leads flowing into your funnel? MORE
Your obligations as a Revenue Operations leader are under constant pressure. Your sales team is constantly under the watch of the Executive Team and Board of Directors; however, their priorities aren’t necessarily coordinated. The lack of clarity from the top. MORE
Typical attendees might include: Direct sales (Global sales team, mid-market sales team, small account sales team) Inside sales Channel sales partners SME’s (Sales Analysts, other subject matter experts) Sales Operations Sales leadership And the list could go on. It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event. MORE
Case study Featured Inside Sales SMB / SMELike many other recruitment services, the team at EmployAbility Galway knew they needed a better way to coordinate and build a process around employer interactions. This was necessary in order to increase placements and overall productivity. After being recommended OnePageCRM by a board member, Pauline O’Dwyer (Program coordinator) was keen to try out the system and work towards launching their 100 jobs Campaign. MORE
Case study Featured Inside Sales SMB / SME B2B sales close sales Sales sales cycleThe management team at OneLaw (A Legal practice management software company) believed there was a better way of streamlining their daily operations and decided to do a complete company-wide systems overhaul. It was during this process that the opportunity arose to try other CRM’s and the team jumped at the chance to try OnePageCRM. MORE
Even as an SME (subject matter expert) the documentation process can feel daunting. We’ve all been there. Staring at a blank document, cursor blinking as if to say, “why haven’t you started writing yet?” MORE
Sales SME Selling Success sales managementI’m reading Fast Company magazine this morning and realize I don’t get out of it what I used to. It’s probably a combination of how I’ve changed, how our company has changed and how the magazine has changed. This got me thinking about articles I’ve ready about how selling has changed and the ‘keys’ to selling in today’s market. MORE
Article Sales Strategy adaptable agile ARR CAC CAC/LTV commercial strategy cs CX established market GTM LTV market net churn new market org organization organizations player role corruption sME strategyIn my experience, hunters will do anything for a buck. Why then, would you pay them to shoot fish in a barrel? Whether you’re an established player entering a new market or a new entrant into an established market, your commercial. MORE
Featured Sales Tips The CEO Tour business owners crm customer visits customers roundukwithawhiteboard small business SMB SMB CRM SME's Thinking Global UK tourWhat a 30-Day Trip around the UK Taught Me About Business Success. Last autumn, I set out on a 30-day trip around the UK, in a motorhome the likes of Jamiroquai’s , with a crucial message to deliver — for SMBs around the world it’s time to think global. New places, workshops, interviews, presentations…. This trip had plenty. MORE
During his time as COO at the UK Government, they delivered savings of £50bn through efficiencies; award-winning digital citizen services (Gov.uk) and increased business with SMEs from 6% to 25% per annum, driving SME job growth. MORE
Consistently successful sales professionals see their role a little differently, they see themselves as a Subject Matter Expert, (SME). Consultative sellers will present proposals with multiple options, SME’s offer up the right choice based on what the “end” the prospect is trying to achieve. Sales Success sell better Selling to Executives SME Tibor ShantoTibor Shanto – tibor.shanto@sellbetter.ca. MORE
Some have become so dependent on a SME that they don’t even want to have a discovery meeting without having one with them. One way to describe the amount of knowledge is to think of yourself as a 52% SME , which is to say you can get through the first and second level conversation about your solution without needing a SME. It doesn’t mean you have to have more technical knowledge than your dream client’s technical expert, their SME. MORE
Featured Sales Tips The CEO Tour business owners crm customer visits customers roundukwithawhiteboard small business SMB SMB CRM SME's Thinking Global UK tourWhat a 30-Day Trip around the UK Taught Me About Business Success. Last autumn, I set out on a 30-day trip around the UK, in a motorhome the likes of Jamiroquai’s , with a crucial message to deliver — for SMBs around the world it’s time to think global. New places, workshops, interviews, presentations…. This trip had plenty. MORE
In our Sales Managed Environment (SME) program , one of the important functions of the sales manager is to motivate the sales team AND keep them motivated. This is one of the deliverables in our SME program. I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. MORE
Article Sales Strategy adrian mussanna assets produced c-suite content production converting courses produced CRM CRM platform enablement industry experts key accounts marketing content platform revenue Revenue Enablement sales sales enablement sME SMEsGetting Ahead in Your Sales Enablement Role. You’ve just been promoted to be the new Head of Sales Enablement. Now you’re tasked to take over a function that once belonged to marketing. MORE
During his time as COO at the UK Government, they delivered savings of £50bn through efficiencies; award-winning digital citizen services (Gov.uk) and increased business with SMEs from 6% to 25% per annum, driving SME job growth. MORE
If indeed you have presented as an SME in your interactions to date, this is your opportunity to step in and leverage that role. By Tibor Shanto. “Starve your distractions, feed your focus.” ” — Daniel Goleman. MORE
As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant. SME content is only as good as the ability for your sales audience view it, so you need a platform that helps prioritize your content for the audiences that could use it. How do you measure the impact of your SME content? MORE
While prospects may think they know what they want, as an SME, you can round out or extend their perspectives. By Tibor Shanto. Salespeople seem to be collectively suffering from a variant of the Stockholm syndrome. MORE
Productivity Prospecting Sales Tips SMB / SME Sales sales successIt’s late. You’re on your way home. You choose to take this out-of-the-way, dimly lit alley. Usually, you’d be more cautious and take the bigger roads, but, again, it’s late and you just want to get home. You hear a noise. You feel your hair standing on end and forget to breathe. Ah, it’s just a cat running out of a dumpster. Well, that made you jump. Silly. MORE
Sales B2b Sales Business Acumen consultative selling Eat Their Lunch Insight Selling perspective SMEYour marketing department provides you with a slide deck outlining what is changing in your client’s world as a way to start a conversation with your dream client. MORE
The program, delivered in a 45 to 90 minute segment, is an overview of our Sales Managed Environment (SME) program. SME is one of our corporate coaching/consulting deliverables for companies trying to get the answers to the big question: How do we drive more sales growth? I’ve delivered a workshop by this title several times over the last 5 years - at conferences as a keynote and also as a break out workshop. MORE
A slide-based presentation narrated by your SME can be the best way, but sometWhen you have the opportunity to showcase an influential subject matter expert or key executive, how do you best take advantage of that valuable resource? MORE
Featured Guest Post Sales Tips SMB / SMEEstimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. But if you’re competing on the basis of having the lowest price, you’ll always be running on slim margins, putting pressure on the entire supply chain and putting your product (and your customers’ success) at risk. MORE
Nimble decided to answer the burning question of thousands of SME owners: How to […]. While eCommerce is one niche that’s really strengthened its positions and proven its worth under the weirdest of circumstances of 2020, SMB has been hit hard. MORE
During the interview, he asked me a number of questions and one of them was: What 3 things do you think contribute to the success of a corporate or SME, with businesses going through challenging times today? Corporations and SME’s, like churches and other institutions, are made up of people. Flip the coin! Heads or Hearts? I had the pleasure of being interviewed this morning by Nick Psaila as part of his ‘Ordinary People doing Extraordinary Things’ series. MORE
Featured Guest Post Sales Tips SMB / SMEEstimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. But if you’re competing on the basis of having the lowest price, you’ll always be running on slim margins, putting pressure on the entire supply chain and putting your product (and your customers’ success) at risk. MORE
Unsuspecting prospects thinking they are meeting with an SME, are commonly probed for pain and fit. By Tibor Shanto. Frankly, who cares? Your prospects sure don’t! No, seriously! Some of your customers maybe; your competitors – when it serves their needs. MORE
Any number of things an SME is in a position to do to extend the interruption – first objection – to a conversation. “ As an SME, you have to understand your target’s role, function, contribution to their organization, accountabilities, role-based basis, and how and what difference you have made to others in their place. By Tibor Shanto. People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. MORE
If you’ve spent the last quarter preparing for the remainder of the year by overhauling your Go-To-Market function and redesigning your coverage plan, you’re not alone. But how do you make sure your optimal coverage plan serves the needs of. MORE
Learn how to better position yourself as a SME with your buyers. My objective in talking with buyers for the first time is to earn their respect by having them conclude I’m a subject matter expert (SME) as it relates to sales and sales process. Sellers are SME’s in that they have forgotten more about their offerings than executives know. Sales Training Article: Peer vs. Subordinate Relationships. MORE
SME Related Topics 
Sales Benchmark Index
JUNE 15, 2020
If you’ve spent the last quarter preparing for the remainder of the year by overhauling your Go-To-Market function and redesigning your coverage plan, you’re not alone. But how do you make sure your optimal coverage plan serves the needs of.
Sales Benchmark Index
SEPTEMBER 3, 2019
Your obligations as a Revenue Operations leader are under constant pressure. Your sales team is constantly under the watch of the Executive Team and Board of Directors; however, their priorities aren’t necessarily coordinated. The lack of clarity from the top.
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Anthony Cole Training
MAY 23, 2016
First, it makes sense to define a Sales Managed Environment ® (SME™). The major components of SME™ are as follows: SME sales management improving sales results how to manage salespeople sales managed environmentFor the last 15 years, we’ve built, developed, refined and implemented the principles we associate with a sales environment that is “managed”.
Sales Benchmark Index
AUGUST 10, 2018
Article Sales Strategy adaptable agile ARR CAC CAC/LTV commercial strategy cs CX established market GTM LTV market net churn new market org organization organizations player role corruption sME strategyIn my experience, hunters will do anything for a buck. Why then, would you pay them to shoot fish in a barrel? Whether you’re an established player entering a new market or a new entrant into an established market, your commercial.
Anthony Cole Training
SEPTEMBER 22, 2015
Sales SME Selling Success sales managementI’m reading Fast Company magazine this morning and realize I don’t get out of it what I used to. It’s probably a combination of how I’ve changed, how our company has changed and how the magazine has changed. This got me thinking about articles I’ve ready about how selling has changed and the ‘keys’ to selling in today’s market.
Sales Benchmark Index
AUGUST 14, 2018
Article Sales Strategy adrian mussanna assets produced c-suite content production converting courses produced CRM CRM platform enablement industry experts key accounts marketing content platform revenue Revenue Enablement sales sales enablement sME SMEsGetting Ahead in Your Sales Enablement Role. You’ve just been promoted to be the new Head of Sales Enablement. Now you’re tasked to take over a function that once belonged to marketing.
The Pipeline
JULY 18, 2016
Consistently successful sales professionals see their role a little differently, they see themselves as a Subject Matter Expert, (SME). Consultative sellers will present proposals with multiple options, SME’s offer up the right choice based on what the “end” the prospect is trying to achieve. Sales Success sell better Selling to Executives SME Tibor ShantoTibor Shanto – tibor.shanto@sellbetter.ca.
OnePageCRM
JULY 29, 2020
Customer Success Sales Tips SMB / SME Uncategorized brand customers email marketing saleswebinar webinarPeter Drucker once said, “What gets measured, gets managed. ” We add, “ What gets measured, gets a heck of a boost. ” And that is especially true in the case of email marketing.
OnePageCRM
MAY 15, 2019
Featured Sales Tips The CEO Tour business owners crm customer visits customers roundukwithawhiteboard small business SMB SMB CRM SME's Thinking Global UK tourWhat a 30-Day Trip around the UK Taught Me About Business Success. Last autumn, I set out on a 30-day trip around the UK, in a motorhome the likes of Jamiroquai’s , with a crucial message to deliver — for SMBs around the world it’s time to think global. New places, workshops, interviews, presentations…. This trip had plenty.
OnePageCRM
MAY 15, 2019
Featured Sales Tips The CEO Tour business owners crm customer visits customers roundukwithawhiteboard small business SMB SMB CRM SME's Thinking Global UK tourWhat a 30-Day Trip around the UK Taught Me About Business Success. Last autumn, I set out on a 30-day trip around the UK, in a motorhome the likes of Jamiroquai’s , with a crucial message to deliver — for SMBs around the world it’s time to think global. New places, workshops, interviews, presentations…. This trip had plenty.
Nimble - Sales
JANUARY 4, 2021
Nimble decided to answer the burning question of thousands of SME owners: How to […]. While eCommerce is one niche that’s really strengthened its positions and proven its worth under the weirdest of circumstances of 2020, SMB has been hit hard.
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OnePageCRM
MARCH 8, 2017
Featured Guest Post Sales Tips SMB / SMEEstimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. But if you’re competing on the basis of having the lowest price, you’ll always be running on slim margins, putting pressure on the entire supply chain and putting your product (and your customers’ success) at risk.
OnePageCRM
MARCH 14, 2017
Case study Featured Inside Sales SMB / SMELike many other recruitment services, the team at EmployAbility Galway knew they needed a better way to coordinate and build a process around employer interactions. This was necessary in order to increase placements and overall productivity. After being recommended OnePageCRM by a board member, Pauline O’Dwyer (Program coordinator) was keen to try out the system and work towards launching their 100 jobs Campaign.
OnePageCRM
OCTOBER 31, 2019
Productivity Prospecting Sales Tips SMB / SME Sales sales successIt’s late. You’re on your way home. You choose to take this out-of-the-way, dimly lit alley. Usually, you’d be more cautious and take the bigger roads, but, again, it’s late and you just want to get home. You hear a noise. You feel your hair standing on end and forget to breathe. Ah, it’s just a cat running out of a dumpster. Well, that made you jump. Silly.
Guru
SEPTEMBER 29, 2020
Even as an SME (subject matter expert) the documentation process can feel daunting. We’ve all been there. Staring at a blank document, cursor blinking as if to say, “why haven’t you started writing yet?”
OnePageCRM
FEBRUARY 8, 2018
Case study Featured Inside Sales SMB / SME B2B sales close sales Sales sales cycleThe management team at OneLaw (A Legal practice management software company) believed there was a better way of streamlining their daily operations and decided to do a complete company-wide systems overhaul. It was during this process that the opportunity arose to try other CRM’s and the team jumped at the chance to try OnePageCRM.
Janek Performance Group
DECEMBER 11, 2018
A SME is someone who is an expert in a particular area or field – in the business world, they’re sometimes called technical experts or sales support. In a recent team meeting, one of our instructional designers noted that one of the recent trends in their observation with clients at Janek is the inclusion of Subject Matter Experts (SMEs) in the selling process, rather than a Sales Agent just learning about services and products to sell on their own.
OnePageCRM
MARCH 8, 2017
Featured Guest Post Sales Tips SMB / SMEEstimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. But if you’re competing on the basis of having the lowest price, you’ll always be running on slim margins, putting pressure on the entire supply chain and putting your product (and your customers’ success) at risk.
Highspot
JANUARY 7, 2020
Each SME should be one person. Topic SME – Often product or content marketing. Enablement SME – Most likely the enablement team member supporting the internal audience the play is designed for. Answer: Topic SME = Partner Marketing Manager.
The Pipeline
OCTOBER 16, 2018
I want them to feel safe that it is OK to explore beyond what they know or aware of, and who best to do that with than a Subject matter Expert (SME), namely me. My SME commentary and view of that. By sharing what you see out there, you establish yourself as an SME and the rights that come with that. To further cement my role as an SME they can trust even before we have rapport and become best buds, by editorializing on what I see in the market. By Tibor Shanto.
Pipeliner
MAY 19, 2020
As an SME, you have a very personal relationship with your customers. These are requirements for a business growth that has integrity strengthened by a positive SME-customer relationship. This is the beauty of being an SME: you are closer to your customer base than corporate magnates.
Anthony Cole Training
MARCH 6, 2014
The program, delivered in a 45 to 90 minute segment, is an overview of our Sales Managed Environment (SME) program. SME is one of our corporate coaching/consulting deliverables for companies trying to get the answers to the big question: How do we drive more sales growth? I’ve delivered a workshop by this title several times over the last 5 years - at conferences as a keynote and also as a break out workshop.
BrainShark
AUGUST 20, 2013
A slide-based presentation narrated by your SME can be the best way, but sometWhen you have the opportunity to showcase an influential subject matter expert or key executive, how do you best take advantage of that valuable resource?
Zoominfo
JULY 28, 2020
These days, the marketing team is able to operate at a much broader capacity, and to do so, we’ve hired more subject matter expertise (SME) within specific focus areas. Putting together a B2B marketing team kind of feels like assembling a superhero group.
Zoominfo
APRIL 12, 2021
Working on a project management platform such as Asana or Monday.com can keep SME input organized and on a trajectory that fits your marketing strategy. How do you scale your marketing strategy to enterprise-level and keep leads flowing into your funnel?
The Pipeline
NOVEMBER 19, 2020
Unsuspecting prospects thinking they are meeting with an SME, are commonly probed for pain and fit. By Tibor Shanto. Frankly, who cares? Your prospects sure don’t! No, seriously! Some of your customers maybe; your competitors – when it serves their needs.
Tibor Shanto
AUGUST 24, 2021
As an SME, you don’t need to hold on to your product for security, you are free to truly explore. By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”;
The Pipeline
JANUARY 22, 2019
Any number of things an SME is in a position to do to extend the interruption – first objection – to a conversation. “ As an SME, you have to understand your target’s role, function, contribution to their organization, accountabilities, role-based basis, and how and what difference you have made to others in their place. By Tibor Shanto. People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection.
Zoominfo
OCTOBER 29, 2020
What is the Difference Between SMB and SME? Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. Though it may not seem like it, selling to SMBs can benefit you in the long run.
Customer Centric Selling
APRIL 30, 2014
Learn how to better position yourself as a SME with your buyers. My objective in talking with buyers for the first time is to earn their respect by having them conclude I’m a subject matter expert (SME) as it relates to sales and sales process. Sellers are SME’s in that they have forgotten more about their offerings than executives know. Sales Training Article: Peer vs. Subordinate Relationships.
Anthony Iannarino
AUGUST 16, 2019
Some have become so dependent on a SME that they don’t even want to have a discovery meeting without having one with them. One way to describe the amount of knowledge is to think of yourself as a 52% SME , which is to say you can get through the first and second level conversation about your solution without needing a SME. It doesn’t mean you have to have more technical knowledge than your dream client’s technical expert, their SME.
Bernadette McClelland
APRIL 10, 2013
During the interview, he asked me a number of questions and one of them was: What 3 things do you think contribute to the success of a corporate or SME, with businesses going through challenging times today? Corporations and SME’s, like churches and other institutions, are made up of people. Flip the coin! Heads or Hearts? I had the pleasure of being interviewed this morning by Nick Psaila as part of his ‘Ordinary People doing Extraordinary Things’ series.
Artesian Solutions
JUNE 1, 2020
During his time as COO at the UK Government, they delivered savings of £50bn through efficiencies; award-winning digital citizen services (Gov.uk) and increased business with SMEs from 6% to 25% per annum, driving SME job growth.
The Pipeline
MARCH 16, 2020
If indeed you have presented as an SME in your interactions to date, this is your opportunity to step in and leverage that role. By Tibor Shanto. “Starve your distractions, feed your focus.” ” — Daniel Goleman.
Anthony Cole Training
OCTOBER 13, 2014
In our Sales Managed Environment (SME) program , one of the important functions of the sales manager is to motivate the sales team AND keep them motivated. This is one of the deliverables in our SME program. I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy.
The Pipeline
APRIL 6, 2021
While prospects may think they know what they want, as an SME, you can round out or extend their perspectives. By Tibor Shanto. Salespeople seem to be collectively suffering from a variant of the Stockholm syndrome.
Allego
AUGUST 24, 2021
This means powering up content with relevant talk tracks, best practices, win stories, and SME knowledge that sellers need to handle objections, nurture prospects, and close deals. Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help.
Artesian Solutions
JUNE 1, 2020
During his time as COO at the UK Government, they delivered savings of £50bn through efficiencies; award-winning digital citizen services (Gov.uk) and increased business with SMEs from 6% to 25% per annum, driving SME job growth.
Allego
SEPTEMBER 25, 2019
As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant. SME content is only as good as the ability for your sales audience view it, so you need a platform that helps prioritize your content for the audiences that could use it. How do you measure the impact of your SME content?
Women Sales Pros
JANUARY 24, 2019
Typical attendees might include: Direct sales (Global sales team, mid-market sales team, small account sales team) Inside sales Channel sales partners SME’s (Sales Analysts, other subject matter experts) Sales Operations Sales leadership And the list could go on. It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It’s sales kick off season again and you want a high impact, memorable event.
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