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The CX Gap: the Existential Threat B2B Sales Forces Don’t See Coming Full members only

7 December 2018

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Business-to-business sales forces confront a "customer experience gap" born from the suddenly widening distance between buyers' expectations and experiences. B2B buyers now want two things they're accustomed to from consumer experiences, but that most B2B suppliers can't do simultaneously: accurate, on-demand answers addressing their unique issues, and interactions across a...Read more
Blog Post

Building the Groundwork for Sales Coaching Greatness

4 December 2018

This post is part two of a three-part series. In our last blog, we revealed many of the snarly situational factors that get in the way of coaching. The good news is that coaching obstacles are not insurmountable, and there are ways to improve sales performance in a meaningful, sustainable...Read more
Blog Post

Sales Coaching: Your Greatest Lever on Quota

13 November 2018

This post is part one of a three-part series. Recent research by Vantage Point and the Sales Management Association indicates that sales coaching is perceived by sales leaders to be the most important competency for sales manager training. And we agree! We believe strongly enough in this notion that we...Read more

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