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I admit, I’m not a dog person. But those little lap dogs some people carry around are kind of cute, especially when they do little tricks like speak on command or walk at their owner’s heel.

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Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.

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Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?

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Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.

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“The mitigation of friction which impedes sales.”
That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.

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It’s not often that a piece of research comes out that really shakes the sales game. Recently, I believe that a CSO Insights report did just that.

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For salespeople entering the workforce today, it may be unimaginable that there once was a time before CRM. A time when contacts were managed in a flip file of actual physical cards with names and phone numbers written on them by hand.

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I’m sure you’ve experienced something that gives you a “rush.” It’s when, all of a sudden, everything just falls into place, everything is working as it should, it seems effortless.

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Do you know someone who likes to make crafts, build furniture, or garden? Have you ever noticed how they’ll spend $50 for the materials to produce an item that would have cost $5 at the store?

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Let's cover some of the lies being told to companies with sales organizations and how those lies prevent sales organizations from being their best.

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