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Is Your Sales Team Struggling To Sell Solutions?
Many sales professionals struggle to move beyond pitching their products or services to providing solutions that are connected to customer business outcomes. This is one of the most common concerns I hear from CEOs about their Sales Organisation. Tra
ThinkSales2 min read
Welcome To The Valley Of Despair
The Valley of Despair is a common reaction to change in business. It’s the boneyard were good projects go to die. The top three things we change in business are: Process, structure and technology (sometimes all three). Adjustments may be radical over
ThinkSales3 min read
Rolling the Dice on Sales Forecasting
One of the key measures of the competency of senior sales professionals across the globe, is their ability to accurately forecast pending sales. But here’s the problem. When CSO Insights surveyed 700 sales teams worldwide, the results revealed that t

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