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2018 Annual Conference/ Experience

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  • Posted in: Open Forum

    Oh man Steve, you perfectly captured the concept of "adapting" for the Channel! Everything has to be so much more concise and polished for the Channel, and a lot of times sales leaders (CROs, VPs of Global Sales, consultants, etc.) just don't get it. ...

  • Posted in: Open Forum

    Hi all, Great to see so many faces in Denver and now to throw something out at you. I'm challenged with an initiative to bring sales skills training back into our offerings. We, like many companies, have had a pendulum shift from focus on skills, to focus ...

  • Posted in: Open Forum

    Hi Melanie, You may want to take a look at Cory Bray and Hilmon Sorey's book, The Sales Enablement Playbook.  Chapter 2 covers process and sales stages.  Although, it can be challenging to find a common sales stages for both SMB and Enterprise.  For ...

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