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Why Reps Never Change

Increasing training stickiness with reps is a challenge. In the past few years, the SEC has researched various ways to enhance training resonance with reps. Sales L&D has been a priority for...

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How to Create Commercial Insights

In recent member conversations about beginning or continuing the Challenger journey a common theme continues to present: Where do I begin? Do I teach reps Challenger skills first? Or, try to work with...

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What the Best Sales Organizations Have in Common

Do you find yourself wondering if your organization’s sales processes effectively support and drive sales performance, or if your sales talent is appropriately skilled to adapt to changing customer...

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Is Selling Human?

Daniel Pink, the best-selling author of Drive, thinks it is. In his new book To Sell Is Human, Daniel Pink argues that in today’s innovation-driven and interconnected world, all of us (including those...

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The Yin and Yang of Challenger Selling

Commercial leaders often ask me how they should be thinking about developing the Challenger approach within their organization. As many of you know, we’ve analyzed tens-of-thousands of sales...

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Who Reps Really Listen to

The traditional method of driving change in an organization is the top-down approach—senior leadership sets the vision, and directions are cascaded down to the field. While it’s important to have...

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Choosing the Right Sales Structure

In today’s complex world of sales where customer buying behavior is becoming increasingly sophisticated, sales leaders are being forced to transform how they approach managing their sales organizations...

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Your Best Reps Are Leaving

It is well known that the costs of hiring, training, coaching, and compensating new employees are high.   According to our 2010 Sales and Training benchmarks, companies spend on average USD 3,400 per...

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3 Steps to Becoming a Challenger Organization

As David Bowie so eloquently put – “Ch-ch-ch-ch-Changes”. Sums up the world of selling pretty well these days, doesn’t it? In fact, it also sums up the world of customer buying pretty well too. Which...

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Why Solutions Selling is Fading Away

For the past twenty or so years, many companies have pursued a solutions selling strategy. However, a growing number have found this approach to be unsustainable. This article will explain why...

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Retaining High Quality Sales Talent in Asia

This is a guest post by Akshay Chopra of the CEB Asia Sales Executive Council, our sister program that equips Asia-focused sales leaders and their teams with deep insight and actionable,...

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Don’t Leave Skill Application to Chance

Despite running a world-class sales training event, getting salespeople to apply new skills is hard. In fact, SEC analysis has found that reps forget 87% of the information they are taught within one...

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How Not to Lose a Lead

A successful sale often starts with a well-qualified lead. But, that’s only half the story. What’s equally important is the salesperson that nurtures and closes that lead. Because, we all know even a...

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Is Your Sales Culture Helping or Hurting Reps?

Most sales organizations today are investing in changing their selling approach in response to increasingly informed buyers. That said, few organizations are seeing commensurate returns in rep selling...

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Measuring Sales Force Effectiveness

How do you measure the effectiveness of a sales force? Most companies agree that revenue and margins are key indicators of health. At the individual level we can examine gap-to-goal. But those metrics...

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How to Build a Key Account Talent Pipeline

Sales organizations are often challenged to source and upskill talent into key account roles. Finding candidates with the required skill set, customer knowledge, and relational fit to customers is...

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Make Your Next ROI Conversation Impactful

We all want to run to the logical reason—a customer is going to save money, make money, or mitigate risk—and that’s certainly important. But don’t be in such a rush to put those return on investment...

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Is Your Salesforce Mobile-Ready?

Organizations often struggle to provide timely and relevant information to salespeople. One way of bridging this gap is by providing real-time mobile support, on-and-off the field to improve process...

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Why Your Customers Don’t Care

In the current era of sales where reps are selling to better informed, empowered customers that are able to diagnose their needs, identify potential solutions, and decide what they’re willing to pay...

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3 Steps to Driving World-Class Coaching Practices

The NCAA March Madness has come to an end and a champion has been crowned.  Often called the “greatest” playoff by sports enthusiasts and now it’s over.  It’s over for us, it’s over for your pools, and...

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