Can Self-Managed Sales Forces Succeed?

The data is in and the days of the swashbuckling, self-managed salesperson are over. There is no room for discussion. Top sales forces are closely-managed, disciplined and process-driven. Peduto Self-Managed Sales Force Article 2018_10_15 If you’d like to see how your...

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...

Free Webinar! Benchmarking Sales Performance

Does sales team have what it takes? Every company’s needs are different, yet every company needs salespeople that will succeed in the roles that must be filled. In this fast-paced 30-minute presentation, our colleague and thought-leader Dave Kurlan, one of the...

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....

Selling Value in the Age of Amazon: Video

http://knowledgeworx.com/wp-content/uploads/Peduto-Selling-Value-email.mp4 B2B sellers are seeing that competition can come from anywhere. In the past, you might have had local competition.  Now you have global competition from non-traditional sources.  With all that...

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...