Are your sales predictions based on a data-driven forecast? Or are they more a reflection of your ideal or desired outcome?
Let me give you an example from my own experience on how "wish-casts" tend to play out. At a recent meeting at a Fortune 500 firm, the company's CEO took an...
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Digital Transformation is one of hottest topics in the communications industry today. The industry used to build consumer confidence based on great coverage maps, high speeds, and the latest devices. However, times are rapidly changing and the promise of the best technology alone isn’t enough to...
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Apps have fundamentally changed the way we live and work. From choosing a restaurant for dinner to hailing a ride to dinner to sharing photos of our meal with our friends across social media – and the list goes on! – we now use a variety of apps for nearly everything we do in our personal lives....
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Someday, somewhere, someone is going to write the Official Sales Dictionary. And it’s going to be awesome. Salespeople, sales leaders, sales trainers, sales operations, sales consultants, and everyone else will know with certainty what the other person is talking about. Communications will be...
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Sales has become increasingly complex. Educated customers expect solution expertise, and new technologies are changing the buying process. Everyone in sales has to meet new demands — from the sales leaders to account executives and sales strategists. All this change begs the question: What hasn’t...
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Customer expectations are skyrocketing, and it’s changing what it means to be a successful businessperson in any role. Today, we live in an instantaneous world, but also one in which tailored, consultative experiences built on strong relationships are table stakes. How can sales reps meet these...
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Slalom is a purpose-driven consulting firm that helps companies solve business problems and build for the future. They're really passionate about helping their customers get more insight from their data through technology.
In 2015, leadership at Slalom realized that their sales reps were slowed...
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No matter the size of your company or what industry you work in, we know that revenue is top of mind. Industry leaders and innovators are always looking for ways to increase profitability and introduce new product and revenue streams to become more competitive.
Today, one of the most frequent...
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A curious and passionate sales team is crucial to any organization's growth and future prospects. Matthew Loria, Salesforce Director of Sales Development, knows how to grow high performing sales teams. Matthew shares what characteristics he looks for in prospective sales candidates. But first,...
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