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Monthly Archives: July 2018

The Best Sales Training is SMART

Acronyms are useful devices for visualizing and remembering information.  And I’ve made a career out of helping clients turn complex data sets into easily retrievable nuggets.  And frankly, at times that’s involved some Procrustean hacking as I attempted to make the data fit the acronym. In this case, it’s the opposite: This is one of […]

How to Develop Sales Talent In the Age of AI

We talk with heads of sales and sales enablement leaders daily, and they are universally concerned about what it will take to develop sales talent in the age of AI for sales and the hyper-empowered buyer. Some of the questions that sales leaders are asking right now include: How much should we invest in human […]