When you invest in sales training programs or sales coaching initiatives for your company, what would you most like to achieve? Sure, your list of goals for enhancingsales skills might include better prospecting skills and an improved ability to secure new business. But what about the customers you�...
In the 1980s IBM decided that it couldn’t afford to market its new personal computers (PCs) using its existing outside sales force—the salespeople who called on companies in person to sell far more expensive mainframes. The company said that outside sales calls cost $192 each (about $450 in toda...
Because It’s Not Just for Salespeople Anymore “Nothing happens until somebody sells something.” “Everybody sells.” “You are always selling.” How many times have you heard those old expressions? For decades the business world has paid lip service to the idea that selling is not just som...
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