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Buyer acumen needs to be more than a sales tool for reps – it needs to become a way of life. Unless your reps have a deep understanding of the individuals they are selling to, they’re not going to optimize sales results.

It’s been said that people will run really fast for two reasons: to win a gold medal and to get away from a German Shepherd. Only one of these reasons, however, generates sustained success. Can you guess which one?

Here is the right approach to increase revenue by optimizing the experience of the digital buyer (first) while achieving more productivity with sellers.

Whether we're in a recession or not, B2B selling is expected to hit some choppy waters in the near-term future. Here are five things your salespeople need to know.

Six tells that you may encounter when selling and what you can expect from them.

Here are the three best practices that marketing and sales teams at B2B technology companies should utilize to achieve shorter and more frequently successful paths to customer conversion.

Navigating these two categories of adversity, best described as macro and personal, are key to driving growth and employee retention.

Starting every sales rep over each year at zero penalizes top performers and rewards bottom performers. It’s important to find ways to reward top performers and maximize inspiration for your team.

When sales and marketing teams align properly on virtual events, the sales cycle can be shortened and smarter decisions can be made about who to target, which can lead to positive revenue outcomes.

If your team's sales presentations follow the same tired formula that everyone else uses, you won't stand out, you won't be remembered, and you probably won't close enough deals. This eight-step presentation structure will solve that.