From Our Blog

selling skills

Selling Skills: It’s Worse Than You Think

Sales managers are tasked with keeping a pulse on their teams’ performance. At any point, they can easily identify top performers and those other few falling behind quota. CRM puts this information directly at their fingertips. What’s missing is deeper insight to help them proactively discern the true ability – or inability – of t [...] Read More

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Guest Blog: Is Sales Enablement Making Sales People Stupid?

Sales Enablement software has a solid foothold in many sales organizations. Better than the knowledge management platforms it replaces, Sales Enablement solves a common sales force “distribution” problem; that is, the problem of distributing marketing content to, and through, the sales force. Sales Enablement’s oft-stated purpose is [...] Read More

Success ladder

A New Perspective on the Sales Enablement Landscape

Has “sales enablement” finally achieved its moment in the proverbial sun? While the definition, scope of influence, composition, and organizational placement of sales enablement functions can still vary widely from industry to industry, it's clear that the role of sales enablement professionals, and the tools now available to support [...] Read More

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#ServeDifferent in Pharma Sales, Says Qstream Partner EngageRx

Pharma professionals’ access to health care providers is dwindling by the day. So it’s more critical than ever that they find new ways to create value. Sounds simple—right!? Of course it isn’t. A great relationship and excellent product knowledge doesn’t earn time in front of the doctor like they used to. So, how can we brid [...] Read More

Please-Stay

Combatting Turnover: The Silent Sales Killer

A recent Selling Power blog post caught our eye. It was penned by Troy Harrison and addressed what he calls the “silent sales killer”:  rep turnover. Within the post he describes his personal experience as a customer suffering from a merry-go-round of new reps every six months. Luckily, Troy valued his relationship with the vendor an [...] Read More

Google Play

Qstream Delivers Next-Generation Android App

You’re an iOS smartphone-toting sales rep in line for your morning double decaf latte at Starbucks. Or working away on your tablet running Android while waiting for your next customer appointment to begin. And, Qstream is right there with you -- literally in the palm of your hands. Our concerted mobile-first strategy ensures conv [...] Read More

The Challenger Sale

The Challenger Sale and a compelling quest for change

Since The Challenger Sale was first released in 2011, it’s become a popular read for sales professionals wanting to gain a competitive edge at solution selling. Within it, authors Brent Adamson and Matt Dixon relayed a totally new approach for tackling the complex sale – one that for many went against long-held beliefs about the trai [...] Read More

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How does your sales team stack up?

“The more things change, the more they stay the same.” That’s what immediately comes to mind after reading “Are You Looking at Sales Training Strategically?” Within it sales industry consultant Dave Stein discusses the most common reasons sales training fails to deliver the intended results. A few that really resonate include: [...] Read More

bloodpressure

Can improving patient outcomes be as simple as playing a game?

What if docs could immediately improve the lives of their patients by engaging in a simple game on their smartphone in just minutes a day? It’s pretty powerful to think about. And a group of researchers did. A recent study conducted at Brigham and Women’s Hospital (BWH) and the Veterans Affairs Healthcare System in Boston found t [...] Read More

The 6Ds

The ’6Ds’ of effective sales enablement

The three titans of learning, Roy Pollock, Andrew Jefferson, and Calhoun Wick have done it again, recently publishing The Field Guide to the 6Ds as follow up to their best-selling Six Disciplines of Breakthrough Learning. This substantial book isn’t meant to be read cover-to-cover (which is a relief, since the authors have jokingly comp [...] Read More

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