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Leadership Articles

Why Deals Get Stuck

Deals get stuck because the buyer doesn’t believe your solution is worth the effort, time, or money right now. It’s not because your product doesn’t work or your service doesn’t solve a problem. The buyer simply doesn’t feel enough urgency to act. Most of the time,...
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Sales Manager Traits to Look For

Sales managers bridge a crucial gap between sales leadership and front-line salespeople. They execute strategies, support teams, and enable sales organizations success. Yet, many companies fail to give sales managers the recognition they deserve, and that failure rest...
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Building a Fluff-free Sales Pipeline

When was the last time you analyzed the deals in your sales pipeline? Have you ever taken a look and thought, “This looks like fluff?” Deals that could look promising on paper but you know they’ll never close, or conversations that are prematurely labeled as...
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Mavens of Modern Sales – JD Miller

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week we talked to JD Miller, Go-to-Market Operating Advisor for...
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