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Some call them blogs—we call them must-reads

How accurate is the weather forecast? A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far.How about sales forecast accuracy? It’s tempting to say that lost...

In 2011, the Challenger Sale burst onto the scene, telling sales organizations to completely rethink their approach to complex sales opportunities. Instead of providing solutions to buyers’ needs, the Challenger Sale model advises sales reps to aggressively take control of the conversation and embrace friction...

Sales has become a technology-driven profession. Just a couple of decades ago, companies were still implementing their first CRM systems. Now, CRM is nearly ubiquitous, and many sales leaders are veterans of multiple implementations (some better than others).But sales technology doesn’t end with CRM. In...

In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic...

How satisfied are you with the rollout and adoption of your CRM system? When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of...

The simple truth is that CRM technology was never designed to help sales representatives sell more. In fact, most sellers view CRM as an administrative burden, not a resource to help them close deals.To meet the challenges of today’s marketplace, your sales team needs more...

Forty years ago, Strategic Selling® changed the sales industry forever, giving organizations a powerful and proven methodology to win complex deals and create stronger customer relationships. Now, we’re changing the sales industry again by introducing an update to our core methodology to meet the challenges...

According to a recent CNBC report, nearly 40 percent of this year’s college graduates aren’t confident they can pay off their student loan debt within 10 years. And, while the U.S. unemployment rate is unusually low, the report cites a worrying statistic from the National...