By

Niraj Ranjan Rout
Your salespeople seem talented, but aren’t able to deliver good results. Why?   Old school sales managers would be quick to point the blame at the reps, themselves. But sales team performance is a reflection of sales management, as a sales leader’s job is to coach and guide reps around the fundamental activities that lead...
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Anyone who builds a product or service knows that they will, at some point, have to sell it. But many startups hyper-focus on marketing and product development strategies, while paying little attention to sales. This can be a costly mistake. A sales strategy – unlike one for marketing or product – narrows your focus on...
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Hiring a new sales rep is already a time-consuming process. But hiring a newbie who’s never sold before? That’s an even bigger task. A sales rep has to master many skills to deliver high performance, and that makes it hard to figure out the best place to begin. Do you start with prospecting? Discovery meetings?...
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