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Greta Roberts
Greta Roberts is the CEO of Talent Analytics, Corp and a faculty member at the International Institute for Analytics. She has 20+ years working for world-class technology innovators like Lotus, Netscape, WebLine, Cisco and Open Ratings.
Corporate recruiters have a very important and difficult job. They predict who will be a top performer in certain roles and protect against non-performers getting inside the business ecosystem. We rely on their ability to make constant snap judgments to move a candidate into the interview process...
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When moving from product to solution selling, is training the answer?
The short answer is no. You’ve likely had numerous
experiences training and re-training, and re-training sales reps. It’s
predictable. Twenty percent will respond positively to the training while 80% continue to
struggle....
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Today’s business solutions are increasingly
complex. Solutions are rarely bought, delivered or deployed “off the shelf.”
By the time a prospect engages a sales rep
they are highly educated and ask questions such as:
How would this work for my firm?
How could this solution integrate with my...
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