We learned a few months ago from our children’s dentist that our oldest child was potentially going to need some orthodontic services. The problem? ...
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SaaS Selling, the Sales Process and Individual Behaviors
An informal, wide ranging, conversation about SaaS selling and sales in general. Brian Millis and BJ McKay have a deep background in selling, coaching, ...
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ADVISA: Not Just Your “PI People”
I was recently traveling through west Michigan meeting with clients. After my last appointment, I realized something incredible: we are no longer just “the PI People” to so many of our clients. After 31 years of providing Predictive Index® programs, training, consultation and support, it’s no surprise that many of our hundreds of clients know ...
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Number One Predictable and Treatable Flaw in Salespeople
Most professional salespeople in my experience have a Low C drive as measured by The Predictive Index survey. What this means for those unfamiliar with PI, is that they run away from, or at minimum prefer, environments that do not have the need for: Process Consistency Focus Long attention span Methodical work style Patience Sympathetic ...
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Customer Stories: Applying Workforce Analytics for Sales Growth
If you are looking for examples of how companies are using analytics to drive sales success and create high-performance sales cultures, look no further. Autonation, Husqvarna Construction Products; and Rothmans and Benson and Hedges Inc. (the Canadian affiliate of Philip Morris International) shared their stories last week in a webinar hosted by the Human Capital Institute. (The recorded webinar as ...
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We’ve Been Honored for Superior Sales Training – Again!
We can’t help but toot our own horn – if you haven’t heard already, take note that we’ve been honored once again for superior sales training tools and services. PI Worldwide, our parent company, was recently named to Selling Power magazine’s 2013 list of Top 20 Sales Training Companies. The list appears in the summer ...
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Why sales managers fear sales training, but shouldn't…and what it can cost the company.
At first glance this title may seem counter intuitive. Why wouldn’t sales managers and sales training fit together like a hand and a glove? On the surface, as people who are often responsible for the productivity of the sales team, it seems that programs that could lead to improvement would be something they would scout ...
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