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The Customer Is Always Right (Until They're Wrong)

Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into aggressive questioning. This is the biggest deal in your pipeline, you’ve been forecasting it for nine months, and, suddenly, it’s being threatened.

Maybe this CEO asks why your widget factory doesn’t have an API, or why you don’t offer to send someone to install your SaaS on their internal server (think about it). These are extreme examples, but most salespeople have faced something similar when trying to hit quota.

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8 Things We Learned At Accelerate18 About Tech, Marketing and Sales

The Accelerate business growth summit hosted by InsideSales.com was a wrap last week, bringing three full days of learning, networking and playing to an end. Over 400 attendees gathered at the Snowbird ski resort in Utah to listen to over 35 speakers from global companies tell their stories on how they used technology to grow revenue.

During the summit, InsideSales.com released the next generation of AI technology to help sales leaders get actionable insights on their performance as compared to industry and cross-industry data.

The Accelerate speaker sessions were kicked off by InsideSales.com CEO and founder, Dave Elkington. We’ve summarized below some of the takeaways from some of the marquee speakers at the Accelerate summit.

And in case you missed this event, you will be able to watch the speaker sessions online during our next virtual summit, the Sales Leadership Summit in April.

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Why Startup CEOs Still Have to Make Sales Calls

I wrote a while ago about when and how the founder in a startup should decide that he or she no longer needs to be making every sales call. My focus then was on the importance of understanding and quantifying your product's state of development and relative maturity. The idea is that until you know exactly what you're selling --by doing it over and over again and not as a one-off-- and know that it can be sold consistently by others, you'll need to stay in the field and keep selling.

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