The Inside Story on Inside Sales

While the trend toward inside sales has been growing for several years, over the course of the past six months, our clients have been asking about this topic more than any other. This article discusses the growth of inside sales and the appropriate role for inside...

The Voice of the Modern Buyer

Customers are increasingly choosing value-differentiated consultative sellers and marginalizing product jockeys. The challenge for distributor leadership is to assess, adapt and re-skill their sales teams so they are aligned with the needs of the modern buyer....

What Makes a Sales Person Elite?

Everyone wants a salesforce comprised of elite sales people. The question is how? The starting point is understanding the qualities that make “A” players different form everyone else. Peduto What Makes an Elite Sales Person...

Assess for Success

The chances of finding a sales superstar are low.  Research shows that only 7 percent of sales representatives are elite performers so your chances of randomly finding a superstar are low. That is why best-in-class companies are 83 percent more likely to use...