Closers (sponsored by SONY)

We are the sum of our actions, not our words

Bonin Bough

Marketer and entrepreneur Bonin Bough talks about the rush of corporate consciousness in the wake of George Floyd's death.

Putting the swagger back in sales

Matthew Dixon and Brent Adamson

Matthew Dixon is Managing Director of the Corporate Executive Board’s Sales and Service Practice. Brent Adamson is Senior Director of the Sales Executive Council, a division of the Sales and Service Practice. Their book “The Challenger Sale: Taking Control of the Customer Conversation” was published in November 2011 by Portfolio/Penguin.

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Editor's Notebook

Paul Nolan

As this issue’s content came together, it seemed more appropriate than ever to use questions for headlines and introductory paragraphs. The COVID-19 outbreak has left most of us with more questions than answers, and the answers we get change weekly or even more rapidly.

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Engage

You invested countless hours planning and executing the perfect sales incentive program. The awards selection captured attention immediately. The...

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Micro Coaching Videos

Click to view Micro Coaching Videos with Tim Hagen:

  1. “Coaching Sales People”
  2. “Coaching to Sales Forecast”
  3. “Price Objections”
  4. ...all videos

Closers (...by Sony)

Bonin Bough

Editor’s Note: Just as I resolved to live with the unending loop of coronavirus-themed commercials from the Walmarts and...

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Lift (...by Seiko)

How important are end-of-month/quarter/year dates for sales revenues? On one level, they’re everything. Deadlines drive activity. On another level,...

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