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George Brontén

Here are 5 Simple Steps to Make Sales Training Stick

George Brontén - 6 June 2018

U.S. companies spent $90.6 billion on training in 2017*. Of that, about $20 billion was spent on sales-specific training, representing an average … [Read more...] about Here are 5 Simple Steps to Make Sales Training Stick

We Need To Stop Our Fixation On Buyer Journeys

George Brontén - 3 June 2018

Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least … [Read more...] about We Need To Stop Our Fixation On Buyer Journeys

How to transform sales effectiveness with empathy

George Brontén - 30 May 2018

There are a lot of skills and techniques that are important to sales effectiveness, but few are as overlooked and undervalued as empathy. We … [Read more...] about How to transform sales effectiveness with empathy

Sales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)

George Brontén - 27 May 2018

Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of … [Read more...] about Sales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)

Is the current SDR model destroying your effectiveness?

George Brontén - 23 May 2018

A lot of companies think that in order to be effective in sales, they need a large team of young, inexpensive "Sales Development Reps" (SDRs) lining … [Read more...] about Is the current SDR model destroying your effectiveness?

The Dismissive Attitude

George Brontén - 20 May 2018

Today’s case covers another common issue with a new sales hire’s ability to hit their sales targets in a complex B2B sales environment. A … [Read more...] about The Dismissive Attitude

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