Tales from Sales: How to Get Past the Grim Reaper Gatekeeper

“She’s not available right now, would you like to leave a message?” If you had a dollar for every time you heard that line, how rich would you be? The good news is if you respond to this innocuous question correctly you are well on your way to getting the deal closed and the dollars rolling in. Here’s some tips for getting past the gatekeeper.

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3 Biggest Takeaways From IBM's 100+ Years of Sales Leadership

Few companies have had the long success story of IBM. And there’s a reason for that. You may think of IBM as a technology company, and that’s not wrong. However what is key to their 100+ years of success is the company’s approach to sales training, incentives and focus on the sales organization as an integral part of the organization as a whole.

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It’s Too Late. I Hired a Product Pusher.

Gartner conducted a survey of executive buyers to discover what they really want to hear from salespeople. It turns out that what buyers are hearing from reps, isn’t necessarily what they want or need to hear in order to make a purchasing decision.

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