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    The nature of the sales game is undergoing dramatic change as new technologies and shifting customer expectations demand new ways to adapt time-honored sales skills to new situations.

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    The Sales Process

    Feb. 27, 2024

    Highlights

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    Changing Sales Culture

    June 30, 2023
    Check out these tips on building a proactive sales culture.
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    AI-Powered Sales

    May 5, 2023
    A former cowboy boots salesperson at a billion-dollar distributor used AI-powered software to learn how to sell to customers and quickly generate sales.
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    50 Ways to Lose a Sales Rep

    April 7, 2023
    Desiree Grace used her love of music to compose a little riff based on Paul Simon's hit song, "50 Ways to Leave Your Lover," that highlights common mistakes sales managers make...
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    The Value of No

    March 31, 2022
    Salespeople lean towards yes as an automatic answer. But that is not always the correct response.
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    Lights… Camera… Sales!

    July 30, 2021
    Salespeople now need to be adept not only at communicating face-to-face, but also in video format and on social media. Here are some tips on how to do it.

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    When an E-Mail Isn’t Enough

    July 18, 2017
    Want to know how to lose a customer in 25 words or less? Deliver bad news in an e-mail.
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    Homes Get Smart

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    A burst of new interest in connected devices and responsive systems is bringing old dreams of the smart home to the real world.
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    Reps Go Big

    Jan. 19, 2017
    A string of rep agency mergers over the past few years show why the desire for size and geographic reach is reshaping the electrical market.
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    Desperately Seeking Objections

    May 31, 2016
    Salespeople too often avoid customers’ objections. That’s too bad because they are missing out on a great learning tool to find out what customers really want.