Key ingredients for sales success

05/30/2013 |

Sales leaders need to develop an effective prospecting plan and help representatives understand what is unique about the company's offering, writes S. Anthony Iannarino. "[E]ven if a prospective client never asks directly what makes you different, it's your differentiation that drives a wedge between you and your competitors," he writes. Leaders also need a team of talented sales managers and a strong sales process, he adds.

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