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Managing Change from the Bottom Up
As most of us can personally attest to, change is the new normal; the average organization has experienced five transformational changes (i.e., culture change, leadership transition, merger or...
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The Worst Thing a Manager Can Do
Managers, especially first-time managers, often struggle to decide which skills and behaviors they should exhibit in their roles. And, if you are trying too hard to demonstrate performance, it might...
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Sales Territory Alignment: An Overlooked Driver of Performance
Every sales organization has its stars – sellers who crush their number year-after-year, bring in substantial revenue for the company, and reap the rewards in the form of commissions and trips. At the...
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5 Common Account Planning Pitfalls
Take our 5-minute rapid benchmark to capture what account planning looks like at your organization. Respondents will receive a report summarizing the state of account planning relative to their peers....
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How SAP Implemented the Challenger Way of Selling
Note: This post is a summary of a translation of an article published in German under the headline “Die Erneuerung des Vertriebs” in Harvard Business Manager 2/2016. In the past, SAP predominantly sold...
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The Right Mix of Base and Variable Pay Is…
As part of the CEB Sales membership, our members receive access to compensation benchmark data from over 750 organizations across 15 major industry verticals. This week, we have decided to tap into...
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What Do B2B Buyers Care About?
Recently, CEB completed a survey of nearly 1,100 B2B buyers. Among other things, we asked them about their evaluation criteria: what factors did they consider when choosing the winning supplier? Here...
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Buzzwords Decoded: Ten Social Media Terms To Know
Whether you want to get smart or sound cool, here’s what ten commonly used social media buzzwords mean in layman’s terms. What other jargon is your sales team (or, more likely, your 14 year-old)...
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Stalled Deal? Here’s Your Jumpstart!
There is little in the sales universe more frustrating than an important deal stuck in the doldrums of no-decision. This lack of forward momentum can be caused by a multitude of different problems, but...
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How Does Incentive Model Impact Renewal Effort?
To help understand renewal incentives and renewal effort we conducted a short poll to look at, among other things, what models and methods companies use and how they relate the effort account managers...
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