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Manage Smarter 255 — Real Teams vs. Performance Groups with James Scouller

SalesFuel

James Scouller is an executive coach, author, and leadership thought leader with over 20 years of experience coaching leaders and their teams. Scouller emphasizes the importance of distinguishing between genuine teams and performance groups, particularly at the senior management level.

Groups 110
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Group travel is down, but not out

Sales and Marketing Management

Author: Paul Nolan According to an April survey by the Incentive Research Foundation, the top concern about participating in work or reward-related travel was the threat of an epidemic/pandemic at 33%, followed closely by severe weather at 29%. Sales are still happening, but a group celebration isn’t likely. Incentives interrupted.

Groups 87
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How to Overcome Objections in the New B2B Selling Environment

SalesFuel

The B2B Buying Experience and Overcoming Objections New research from Dentsu underscores just how much the B2B buying experience has changed in recent years. Nearly half, 46%, of B2B buyers look for vendors with experience, according to our recently published B2B BuyerSCAN study. Image by CottonBro studio on Pexels.

Branding 102
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How to Reengineer Your Sales Training Program

SalesFuel

The Rain Group published a few key findings on this topic. And in general, Rain Group analysts point out, the quota numbers are not easy to reach. The Rain Group found that top performers generally stay more focused than other sellers (73%). Train your reps on new ways to access the latest research. But that’s not true.

Research 116
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To Hire Talent, Build a Fantastic Company Reputation

SalesFuel

Our research indicates that factor is key for nearly half of adults who are seeking better positions this year. The pay difference between genders, based on equivalent experience and education, is currently 16.4%. You want candidates to have a great experience, especially if there is a chance that you will hire them.

Boston 111
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Bird Talk: An Exploration of Avian Communication–A Book Review

10,000 Birds

Signaling theory examines communication between individuals and groups, within and across species, focusing on whether signals–communications containing complex information–are honest or deceptive and how the exchange of these signals impacts the individuals involved and the larger group or groups to which they belong.

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Stakeholder Mapping Makes Your Sales Process More Effective

SalesFuel

And as buying groups grow, this skill is increasingly important for success. Champions: They will be advocates for your solution and may have past experience with it. Quality research is vital for this part of the stakeholder mapping. Stakeholder mapping: What is it?