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Sales

5 Sessions to Attend at Inside Sales World 2016

There are a lot of reasons to visit The Emerald Isle—excellent pub food, locally-brewed beer, fascinating historical sites, the coast and the country—and come next month, there will be one more: the American Association of Inside Sales...

Don’t Miss These Speakers at CO:LLABORATE 2016

You’re probably aware that the large majority (more than 70 percent) of products and services throughout the world are now being marketed and sold through indirect sales channels. You may also know that investing in channel sales and marketing is...

Anatomy of the Challenger Sale: Why it Works

Adam Maude, a senior director at CEB, and Jessica Cash, head of sales and marketing solutions for new product development at CEB, were recent guests on our B2B Nation podcast. In this episode, we discussed: What is the Challenger sale? Why the...

Sales is a Transference of Belief

Kevin O’Malley, the vice president of marketing at SalesLoft, was a recent guest on our podcast, B2B Nation. In this episode, we discussed: Some of the biggest challenges facing B2B sales teams What's changed with the "modern buyer" Ways ...

Why B2B Buyers Want a Prescriptive Experience

Rick Karlton, an advisory leader for the Sales Leadership Council at CEB, was a recent guest on our podcast, B2B Nation. In this episode, we discussed: Some of the biggest challenges in B2B sales How B2B organizations are trying to alleviate ...