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Sales Training Programs Are Outdated

Sales Training Programs Are Outdated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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The Downside of Success

The Downside of Success

Nothing dulls human intuition like success. Success makes us stupid. When things are going well, we feel invincible. We feel like we're doing everything right, and our success is our own creation. That's when the wheels can fall off the bus. You don't have to look far...

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Does Sales Need Marketing?

Does Sales Need Marketing?

“Sales can exist without marketing, but marketing can’t exist without sales.” This attitude is pervasive, especially in traditional industries, but it’s not true. As much as marketing can’t exist without sales, sales can’t exist without marketing either. They are...

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