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La importancia de compartir el conocimiento en nuestra economía     Strategic Decision The importance of customer-relevant knowledge that can easily be applied to different and com plex buying situations is growing rapidly. Sharing knowledge and best practices goes beyond teaching the entire salesorganization to......

Definiendo el cómo habilitar a tu fuerza de ventas   Strategic Decision Sales enablement is a very fast moving discipline. In 2016, one-third of organizations had an enablement discipline; in 2017 therewas an increase to almost two-thirds. In parallel, the discipline matured in those organizations......

Focus on World Class, Parte 11:   Cuando los clientes te abandonan         In this 12-part series, each blog examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our sales teams......

Cuatro razones para invertir en gerentes de ventas   Strategic Decision Sales managers, especially frontline sales managers remain the most underdeveloped role in sales despite the fact that this role has the highest leverage on performance in any sales organization. Unleashing the sales managers’ potential......

Las claves del éxito de CRM: proceso, metodología y habilidades   Strategic Decision     Too often, sales leaders invest in SFA/CRM technology without first defining their sales processes and methodologies or developing the skills to put them into practice. As a result, salespeople complain......

Entrevista con Allan Lam, Fairchild Industries   Allan Lam Allan Lam was appointed Executive Vice President, Worldwide Sales and Marketing, in 2007. He leads Fairchild Semiconductor’s sales and marketing organization worldwide. Allan has more than 30 years of experience in the industry. Prior to his......

Nunca ha habido un mejor momento para estar en ventas   Is there any future in sales? Imagine you’re a photographer who turned pro just before the digital revolution. You built and equipped a darkroom in your house. At great expense, you bought high quality......

Cuando piensas en IA, Piensa en Inteligencia Aumentada   Introduction “The more things change, the more they stay the same.” That pearl of ancient wisdom is no longer true. Incremental changes steadily erode or enhance business as usual, while disruptive changes erupt like volcanoes and......

El Caso Comercial para la Capacitación en Metodología de Ventas   Introduction In the relationship between sellers and buyers, the balance of power today has tipped almost completely towards the buyers. This may seem obvious, but it wasn’t so long ago that sellers had some......

Proceso de venta: ¿Cuál es tu nivel?   When speaking at sales transformation conference in San Diego, I fielded a question from an audience member about sales effectiveness project success rates. I had earlier mentioned that, based on our last round of Project reviews, we......