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6 Steps to Improve Your Go-To-Market Maturity

What defines a mature go-to-market model in B2B companies? Is it having a growth strategy focused on new market segments? Does it depend on scalable operational processes and systems? Or having clear alignment between teams responsible for strategic planning and execution? Does it include a focus on account-based marketing (ABM), a topic with a lot of buzz today?

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The 7 Habits Of Highly Ineffective Salespeople

Our brains are wonderful things, in that it always tries to find the best for us.

We can justify every and any action we take simply by identifying some kind of gain for us or achievement we attain.

When we are happy to carry out some tasks without even thinking about it, we call that a ‘habit’, i.e. something we do without having to think about it.

As salespeople, we tend to slip into habits by default, some good and some not so good.

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4 Steps to Motivate an Underachieving Salesperson

More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind.

1. Start positive – identify their strengths

If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.

But too many sales managers make the mistake of starting with the negative. If you start a conversation with a member of your team by talking about their failings, it’s not going to be productive. Nobody wants to feel like they’re getting a telling off from one of their teachers.

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