Most leaders can tell you who owns the account. Few can tell you who owns the relationship. That gap costs companies more revenue than most leaders realize. Revenue can look stable right up until renewals stall, competitors show up unexpect...
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Insights, action steps, and updates for leaders, salespeople, recruiters, and account managers from industry experts and thought leaders
Thanksgiving has always been my favorite holiday. It’s the one time of year where everything slows down just enough for us to actually be pr...
If you were at the CEO Roundtable at ASA Staffing World, you heard it firsthand.The head nods. The shared frustrations. The long pauses when...
Most salespeople believe deals are lost at the close When the prospect says, “Your price is too high,” or when a competitor edges them out i...
A few months ago, I had a conversation with a sales rep who prided himself on his ability to move fast - quick dials, rapid pitches, closing...
