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  • News
  • Corporate Visions Survey Finds More Than 50 Percent of Sales and Marketing Professionals Have Insufficient or No Training to Deliver Compelling Virtual Conversations

  • News
  • Con-way Freight Wins Stevie® Award for Best Sales Department

  • Sales
  • The 21st Century Sales Challenge

    As a follow-up to my recent blog post, someone asked me what I thought the main challenge would be for the 21st Century sales rep as we head into the...

  • Sales
  • Why Business Acumen Wins More Sales

    Today, customers get most of their product and application information from the Internet-meaning that selling is tougher for sales professionals, who must now add value to each customer's business and...

  • News
  • WhiteboardSelling and Mandel Communications Announce Strategic Partnership

  • News
  • DePaul University Adds Spark! to Business School Curriculum

  • Sales
  • Cross-Selling & Up-Selling: Do Your Customers a Favor

    I’m on my favorite on-line bookstore website and after I click on the book I want to add to my cart, a list of other books pops up with the...

  • Sales
  • Following Up with Clients

    Following up with clients keeps the sales wheels greased. There are several types of “following up” you should be doing; checking in with new clients, keeping lines of communication open...

  • Sales
  • Handling Objections as a "Trusted Advisor"

    Let’s face it: in the occupation of selling, objections are a part of the game. But here is the good news; objections should not be viewed negatively as most can...

  • Sales
  • How to Close in a Competitive Market

    As global competition continues to intensify, it’s become harder than ever for sales professionals to differentiate their products or services, build trust and get the customer to commit. Furthermore, it...

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