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The Science of Motivation

Sales and Marketing Management

Imagine you’re living in Seattle in 1971 and you’re asked to join a focus group. Because from the beginning, Starbucks has offered an experience worth valuing. Separability:  Reps can think of the trip to Hawaii as a unique experience. Why not just ask the reps to tell sales management what reward would motivate them the most?

Science 76
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The Better Way to Build a Sales Team

Sales and Marketing Management

The best thing you can do to retain good reps is to have a winning company,” says Manny Medina, CEO and founder of Outreach, a Seattle-based provider of a sales engagement platform. The science of finding a good fit. that is, the work experience that could signal someone may struggle with B2B sales?—?is The flipside?—?that

Science 59