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Raising Sales Force Effectiveness

publication date: Oct 6, 2011
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Conventional wisdom says that the Internet is making sales jobs obsolete, that those sales teams who remain consist primarily of extroverted go-getters and that selling is an art that’s only measured at the end of each fiscal quarter. Unfortunately, conventional wisdom is dead wrong. Scientific research into what actually works—and what doesn’t—inside today’s most effective selling environments reveals that the conventional wisdom about selling is not just incorrect, but a recipe for failure. Here are the four most important things that CEOs need to know about successful selling into today’s unconventional business world.

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