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Sales Training Programs Are Outdated

Sales Training Programs Are Outdated

It’s time for sales forces to find a new playbook. The sales training programs available in the market are showing their age. I started my career in software sales, and was groomed on sales training programs like Huthwaite’s SPIN Selling, Miller Heiman’s Strategic...

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Advice to Sales People: Choose Brands

Advice to Sales People: Choose Brands

I was recently asked, "What advice do you have for a young person starting their sales careers?" Without hesitation I said, "Choose companies with strong brands." The sales profession has changed. Sales people can't be lone wolfs and individual producers anymore. They...

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