business development

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Do We Need Real Live Sales People Anymore?

With the internet’s inexorable encroachment into all things both personal and business, I often hear and read some business observers predicting that the future role of the sales person is under threat. Sales p...

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How to Take a Major Hidden Cost Out of Your Sales Operations

In this post I’m going to talk about a particular hidden cost that can be quite significant and applies equally across all types of sales channels, from outbound desk and field sales to account management. This...