Home » Author Archives: Howard Stevens and Geoffrey James

Author Archives: Howard Stevens and Geoffrey James

Raising Sales Force Effectiveness

Scientific research into what actually works—and what doesn’t—inside today’s most effective selling environments reveals that the conventional wisdom about selling is not just incorrect, but a recipe for failure. Here are the four most important things that CEOs need to know about successful selling in today’s unconventional business world.

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More Tips on Raising Sales Force Effectiveness

Sales Effectiveness is Critical to Loyalty Perceived product or service quality counts for only 22 percent of customer loyalty success, value for the price is another 19 percent, and breadth of offering brings it to 61 percent. A full 39 percent of success depends on the effectiveness of salespeople and the added value they personally bring compared to customers. The ...

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