Sales Sales Management White Paper 
Understanding the Sales Force
FEBRUARY 14, 2025
I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. If you feel the same way, we can help.
Sales 2.0
SEPTEMBER 14, 2014
Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. Most startups make their first sales through the founders. In fact when you boil it down they make their first sales through social selling. This is often when the founders call in a “sales professional”. Startup sales reality.
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Understanding the Sales Force
DECEMBER 12, 2013
Understanding the Sales Force by Dave Kurlan The million dollar question. I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed.
No More Cold Calling
NOVEMBER 7, 2013
Avoid these sales management pitfalls. Sales execs recognize that coaching contributes to performance. Most sales leaders are so busy that the only coaching they have time for is asking reps who they plan to call during any given week. But by how much? And how are they supposed to find the time? That’s checking in.
Sales and Marketing Management
JUNE 25, 2018
I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Send out enabling YouTube videos, white papers, blogs and tidbits.
SBI Growth
JANUARY 22, 2014
Why do you need customized sales training program? 2) You need to expedite the learning curve of your sales reps. A customized sales training program will do both of these. Customizing a sales training program is easier than you think. You can create PowerPoints, Prezi, videos or white papers to name a few.
No More Cold Calling
OCTOBER 22, 2013
In fact, 86 percent of business buyers engage in research independent of the sales cycle. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. It’s our job as smart, strategic sales pros to deliver value —real value.
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