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Building A Case for Frontline Sales Manager Development

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If I were to play a note on an instrument, you wouldn’t immediately classify it as music. Even several notes, played at random, would still just be noise. It’s only when notes are assembled into a specific arrangement that they can properly be called music. In the hands of a master composer, these assembled notes… Read More

CSO Insights 2016 Sales Best Practices Study: What World-Class Performers Do Differently

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What is world-class? In sports it is easy to define. World champions and Olympic medalists are world-class. But what is world-class in sales? Revenue performance? Maybe, but how do you get there? What are the behaviors that drive world-class sales performance? At CSO Insights, we are passionate about all things sales performance. We research sales… Read More

How do you measure the effectiveness of your content… or don’t you do it at all?

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In a time when we can measure almost everything, I cannot resist beginning this article with a famous quote by Albert Einstein: “Not everything that counts can be counted, and not everything that can be counted, counts.” Or was it William Bruce Cameron who initially said it? Either way, it’s spot on more than ever,… Read More