What if 100% of your sales team members are not passionate evangelists of your process (imagine that!)?…The following guidelines will help you to continuously increase adoption…How do you drive adoption? You don’t. You inspire adoption!

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Here’s the challenge with BANT that many companies will admit: “If I hold to all four criteria, then I will not qualify enough leads. But if I remove any one criterion, then I will qualify too many leads. Either way, I can’t win!” Yes, you can win. There is another way that is easy to deploy and can be quickly configured in most SFA or CRM systems…

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…I thought of various people who had reached great heights of success after a lifetime of hard work, only to see it all tragically destroyed because of one pivotal moment’s decision. I had to ask myself…”When I achieve my desired success, will I have the character to sustain it?”

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Influential sales reps can have an even greater impact on sales teams than management, whether good or bad. The wise manager will know how to identify and leverage that influence to his or her advantage. One’s indirect influence through others is greater than the direct influence through oneself alone.

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When you hear “automation” as a sales person do you think of efficiency or of losing control over your sales process? Post your comments!

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Meet Sam and Jen. Sam firmly believes that sales is a science. Jen firmly believes that sales is an art. Read their perspectives and tell us who you agree with?

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