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Does Your Sales Cycle Include a Demo?

Product demonstrations are common to almost every sales cycle, a chance for reps to show off the platform or solution and push the conversation forward. Yet, they tend to be either heavily scripted previews, at best, or a waste of a prospect’s time, at worst. Why aren’t reps practicing this crucial phase of the buyer…

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How Many Steph Currys Are on Your Sales Team?

This is Stephen Curry. For those of you who don’t know, he’s the starting point guard for the Golden State Warriors, and more importantly, repeat Most Valuable Player of the NBA. He’s a do-it-all player who is reinventing how to score baskets – absurdly effective at putting the ball in the hoop from virtually everywhere…