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Engineering-driven companies and their sales challenge
When computers were room-sized mainframes, Ken Olsen introduced DEC mini-computers, a more affordable alternative to mainframes that ushered in an era where computing grew to dominate back-office...
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Seven personality traits of top sales people?
Sales people There’s always been a lot of discussion, and differing opinions, about personality traits and sales rep success. We came across this piece on the HBR blog network by Steve W. Martin (not...
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Sales person to sales manager – making the transition
Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in these situations raises some unique...
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Sales person to sales manager transition – A STC Classic
A Classic - '63 Corvette Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in these situations...
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Sales force turnover matters – An STC Classic
A Classic - '63 Corvette We’ve recently had the opportunity to work with a sales force in the oil and gas industry. Today the U.S. oil and gas industry is experiencing a tremendous boom … and because...
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