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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What is Selling Intelligence anyway?

Selling Intelligence is defined as the capacity to manage the process of selling products and services by applying sales skills, selling behaviors, cognitive skills, and selling judgement. Reps with a low level of selling intelligence are going to struggle with client interactions- especially when it comes to establishing themselves as a trusted advisor, overcoming objections, and making choices that move the deal along.

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