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Webcast

The CX Gap: the Existential Threat B2B Sales Forces Don’t See Coming Full members only

7 December 2018

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Business-to-business sales forces confront a "customer experience gap" born from the suddenly widening distance between buyers' expectations and experiences. B2B buyers now want two things they're accustomed to from consumer experiences, but that most B2B suppliers can't do simultaneously: accurate, on-demand answers addressing their unique issues, and interactions across a...Read more
Blog Post

Building the Groundwork for Sales Coaching Greatness

4 December 2018

This post is part two of a three-part series. In our last blog, we revealed many of the snarly situational factors that get in the way of coaching. The good news is that coaching obstacles are not insurmountable, and there are ways to improve sales performance in a meaningful, sustainable...Read more
Management Tool

Competency Model Development Tool for Sales Organizations Full members only

22 November 2018

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The Sales Management Association’s Sales and Sales Management Competency Dictionary is designed as a resource for firms developing competency models for their sales organizations. It draws upon commonly used competency descriptions used by sales organizations in defining the knowledge, skills, abilities, and behaviors associated with high-performing salespeople, sales managers, and...Read more

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