The 5 Traits Sales Reps Must Possess to Survive a Sales Transformation

Is your sales organization poised to undergo a transformation? Maybe you're moving from a product sale to a solution sale - which now calls for your sales reps to sell into the C-suite of the customer organization and rapidly forge new relationships. Or you might be running a sales organization that has long enjoyed the luxury of product superiority and must now, due to new competition, sell value to win the deal.

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2 Signs Your Sales Management Suffers From Bias Induced Blindness

Perhaps your sales management values hard work, or intelligence above all else. Doesn’t sound like a bias that would be detrimental to the sales organization. However, it could be costing your company big time.

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Pre-Hire Assessments - The Sales Manager's Crystal Ball..

You need to hire a rep.  You’re under pressure. The territory is active and you’re filling the gap, but you’re not getting the results you need to fulfill numbers obligations. So, you begin a search.  After sifting through so many resumes your eyes are beginning to emit smoke, you invite a candidate to meet.

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4 Ways to Increase Your LinkedIn Social Selling Index (SSI) Score

Yesterday LinkedIn introduced an exciting update to Sales Navigator and the Social Selling Index, or SSI and it's pretty brilliant. Built expressly for sales professionals, the SSI metric provides at-a-glance feedback on your social selling behavior within Sales Navigator with a score of 1-100.

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Selling Intelligence at Work: A Case Study

Really, there’s only one thing you must know about your reps - it’s their level of Selling Intelligence. Think “Emotional Intelligence” for selling. This personal story will give you a glimpse into what I’m talking about.

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