The Quota

The Quota

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What Do Your B2B Customers Actually Want?
Article
What Do Your B2B Customers Actually Want?
For some reason, Salesforce has been paying actor Matthew McConaughey $10 million a year
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For some reason, Salesforce has been paying actor Matthew McConaughey $10 million a year
Salesforce will "exit" underperformers and force employees back into the office
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Salesforce will "exit" underperformers and force employees back into the office
Advice: "I got my son a sales job at my company, but he's being lazy and missing quota. What should I do?"
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Advice: "I got my son a sales job at my company, but he's being lazy and missing quota. What should I do?"
"I think my coworker has a gambling problem. How can I help him?"
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"I think my coworker has a gambling problem. How can I help him?"
"My best friend at work is always negative, and it's dragging me down. How do I make him stop?"
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"My best friend at work is always negative, and it's dragging me down. How do I make him stop?"
Advice: "My friend is struggling in his sales job. How can I offer to help without jeopardizing our friendship?"
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Advice: "My friend is struggling in his sales job. How can I offer to help without jeopardizing our friendship?"
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Sales Fails: "My manager got demoted to sales rep, then quit in spectacular fashion"
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Sales Fails: "My manager got demoted to sales rep, then quit in spectacular fashion"
5 tips to make more money in sales from the CEO of RepVue
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5 tips to make more money in sales from the CEO of RepVue
Sales Fails: "I mentioned a competitor feature during a product demo. The prospect ghosted me"
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Sales Fails: "I mentioned a competitor feature during a product demo. The prospect ghosted me"
Advice: "My boss treats me well, but treats my coworker like crap. Should I say something?"
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Advice: "My boss treats me well, but treats my coworker like crap. Should I say something?"
Advice: "I told my friend about a job I was interviewing for. He applied behind my back."
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Advice: "I told my friend about a job I was interviewing for. He applied behind my back."
Leaked messages show how Salesforce responded to staff questions about layoffs
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Leaked messages show how Salesforce responded to staff questions about layoffs
Advice: "I found out my coworker has a higher base and commission rate than me. Is this fair?"
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Advice: "I found out my coworker has a higher base and commission rate than me. Is this fair?"
The 10 highest paying tech sales jobs of Q1 2023
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The 10 highest paying tech sales jobs of Q1 2023
Sales Fails: "I made a joke about a prospect's favorite sports team and he kicked me out of his office"
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Sales Fails: "I made a joke about a prospect's favorite sports team and he kicked me out of his office"
Advice: "I'm not passionate about what I sell. Should I find another job?"
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Advice: "I'm not passionate about what I sell. Should I find another job?"
Why Artificial Intelligence Will (Probably) Never Replace Salespeople
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Why Artificial Intelligence Will (Probably) Never Replace Salespeople
Advice: "I usually hit my quota, but I'm rarely at the top of the board. How can I level up?"
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Advice: "I usually hit my quota, but I'm rarely at the top of the board. How can I level up?"
"My sales team is super click-y. What can we do to make it more welcoming?"
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"My sales team is super click-y. What can we do to make it more welcoming?"
3 ways to adapt your sales approach in a downturn, according to the Harvard Business Review
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3 ways to adapt your sales approach in a downturn, according to the Harvard Business Review
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Advice: "I don't feel like I'm reaching my full potential in my sales job. How can I change my ways?"
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Advice: "I don't feel like I'm reaching my full potential in my sales job. How can I change my ways?"
Advice: "I finally got an interview at my dream company. What can I do to stand out from the pack?"
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Advice: "I finally got an interview at my dream company. What can I do to stand out from the pack?"
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Advice: "Whenever my coworkers start closing more deals than me, I feel stuck. What can I do?"
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Advice: "Whenever my coworkers start closing more deals than me, I feel stuck. What can I do?"
How to motivate high performers when you can't promote them, according to the Harvard Business Review
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How to motivate high performers when you can't promote them, according to the Harvard Business Review
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Sales Fails: "A prospect disappeared in the middle of a demo.. but I stayed on."
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Sales Fails: "A prospect disappeared in the middle of a demo.. but I stayed on."
Sales Fails: "I assumed OOO meant a prospect was on vacation. I was extremely wrong"
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Sales Fails: "I assumed OOO meant a prospect was on vacation. I was extremely wrong"
Sales Fails: "I tried to take a prospect out to dinner, but I messed up the reservation."
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Sales Fails: "I tried to take a prospect out to dinner, but I messed up the reservation."
Advice: "My sales manager is good friends with our marketing agency. But the leads they give us suck. What should I do?"
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Advice: "My sales manager is good friends with our marketing agency. But the leads they give us suck. What should I do?"
Advice: "I told a coworker what I really thought of our new boss. She told on me. What should I do?"
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Advice: "I told a coworker what I really thought of our new boss. She told on me. What should I do?"
The 10 Best Public Companies to Sell For in 2023
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The 10 Best Public Companies to Sell For in 2023
An interview with Katy Huff, cofounder of the independent sales company MadRev
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An interview with Katy Huff, cofounder of the independent sales company MadRev
An interview with Mark Kosoglow, Chief Revenue Officer at Catalyst and the first employee at Outreach
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An interview with Mark Kosoglow, Chief Revenue Officer at Catalyst and the first employee at Outreach
Advice: "I've been a sales rep for 15 years, I'm ready to move up. What do I need to become a sales leader?"
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Advice: "I've been a sales rep for 15 years, I'm ready to move up. What do I need to become a sales leader?"
Advice: "I stupidly quit the best sales job I ever had. How can I get them to take me back?"
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Advice: "I stupidly quit the best sales job I ever had. How can I get them to take me back?"
What makes a good salesperson; a landmark study from the 1960's still holds true today
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What makes a good salesperson; a landmark study from the 1960's still holds true today
Millennials Are Changing Sales
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Millennials Are Changing Sales
Advice: I run a sales team at a startup. Our CEO is putting pressure on us, but he barely even shows up to work. What should I do?"
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Advice: I run a sales team at a startup. Our CEO is putting pressure on us, but he barely even shows up to work. What should I do?"
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Advice: "I'm a recent grad working for a financial services company. They keep pressuring me to sell to friends and family. What should I do?
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Advice: "I'm a recent grad working for a financial services company. They keep pressuring me to sell to friends and family. What should I do?
Sales Fails: "We almost lost a deal over a bad cup of coffee"
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Sales Fails: "We almost lost a deal over a bad cup of coffee"
Advice: "My husband is asking me to get him a job at my company. I want keep my work and family life seperate. What should I do?
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Advice: "My husband is asking me to get him a job at my company. I want keep my work and family life seperate. What should I do?
Sales reps lose billions to procrastination -- here's why they do it and how they can stop
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Sales reps lose billions to procrastination -- here's why they do it and how they can stop
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Advice: "I'm a marketer. What can I do to end the rivalry with the sales team?"
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Advice: "I'm a marketer. What can I do to end the rivalry with the sales team?"
Salesforce insiders say a new quota system sets top salespeople up for failure
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Salesforce insiders say a new quota system sets top salespeople up for failure
An interview with Ian Koniak, sales coach and a former #1 AE at Salesforce
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An interview with Ian Koniak, sales coach and a former #1 AE at Salesforce
Advice: "My customer is trying to sell me on a MLM scheme. How do I politely decline without losing his business?"
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Advice: "My customer is trying to sell me on a MLM scheme. How do I politely decline without losing his business?"
Advice: "Every nine months I get sick of my job and end up leaving. How can I keep my enthusiasm up and commit?"
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Advice: "Every nine months I get sick of my job and end up leaving. How can I keep my enthusiasm up and commit?"
Sales Fails: "I added my cocky sales manager to the call and he blew it"
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Sales Fails: "I added my cocky sales manager to the call and he blew it"
Advice: My dad wants me to go to grad school, but I want to go into sales. How can I convince him that sales is the right path for me?
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Advice: My dad wants me to go to grad school, but I want to go into sales. How can I convince him that sales is the right path for me?
Direct Sales: From Bad to Worse
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Direct Sales: From Bad to Worse
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Advice: "I work in sales and make more money than my partner. I can tell it bothers him. What should I do?"
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Advice: "I work in sales and make more money than my partner. I can tell it bothers him. What should I do?"
Is Philipp Schindler, Google's top sales executive, the highest-paid salesperson in the world?
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Is Philipp Schindler, Google's top sales executive, the highest-paid salesperson in the world?
According to 20k Job Listings, Here Are the 5 Skills Every Salesperson Needs
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According to 20k Job Listings, Here Are the 5 Skills Every Salesperson Needs
Sales Fails: "I tried to pitch a client while I was car sick. I didn't close the deal"
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Sales Fails: "I tried to pitch a client while I was car sick. I didn't close the deal"
An interview with Mathew Dixon, author of The Challenger Sale and The JOLT Effect
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An interview with Mathew Dixon, author of The Challenger Sale and The JOLT Effect
Advice: "I got passed over for a promotion because of nepotism. I'm furious and want to quit. What should I do?"
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Advice: "I got passed over for a promotion because of nepotism. I'm furious and want to quit. What should I do?"
The silent deal-killer: customer indecision (and what you can do about it)
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The silent deal-killer: customer indecision (and what you can do about it)
Advice: "I told my manager about my personal life and he used it against me."
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Advice: "I told my manager about my personal life and he used it against me."
Advice: "Prospects keep calling me after hours. How can I politely tell them to stop?"
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Advice: "Prospects keep calling me after hours. How can I politely tell them to stop?"
Advice: "I'm a top SDR at my company, but management has made it clear my chances of moving up are slim. What should I do?"
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Advice: "I'm a top SDR at my company, but management has made it clear my chances of moving up are slim. What should I do?"
Advice: "My boss wants me to post on my personal LinkedIn, but I don't want to and it's not part of my job description. What should I do?"
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Advice: "My boss wants me to post on my personal LinkedIn, but I don't want to and it's not part of my job description. What should I do?"
According to The Harvard Business Review, this is how you can retain top sales talent
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According to The Harvard Business Review, this is how you can retain top sales talent
As Broadcom gets ready to acquire VMware, management is stalling and vetoing deals, making sales reps (and clients) very unhappy
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As Broadcom gets ready to acquire VMware, management is stalling and vetoing deals, making sales reps (and clients) very unhappy
An interview with Jeb Blount, best-selling sales author and world-famous sales trainer
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An interview with Jeb Blount, best-selling sales author and world-famous sales trainer
Sales Fails: "I brought our CTO to a sales meeting and he completely blew it"
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Sales Fails: "I brought our CTO to a sales meeting and he completely blew it"
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The dark side of sales: Machiavellians, narcissists, and psychopaths
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The dark side of sales: Machiavellians, narcissists, and psychopaths
Advice: "I was recently given account management responsibilites, but I prefer to spend my time selling. How can I tell my boss?"
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Advice: "I was recently given account management responsibilites, but I prefer to spend my time selling. How can I tell my boss?"
An Interview with sales leader Scott Leese
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An Interview with sales leader Scott Leese
Advice: "I got hired and laid off within two months. Now I want revenge. What should I do?"
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Advice: "I got hired and laid off within two months. Now I want revenge. What should I do?"
How did Salesforce get so big? Here's a quick history.
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How did Salesforce get so big? Here's a quick history.
Advice: "I absolutely can't stand one of my coworkers. How do I deal with him?"
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Advice: "I absolutely can't stand one of my coworkers. How do I deal with him?"
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An interview with Nick Cegelski, host of 30 Minutes to President's Club
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An interview with Nick Cegelski, host of 30 Minutes to President's Club
Advice: "I hired a sales trainer, but my team isn't using any of the new tactics. How can I get them on board?"
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Advice: "I hired a sales trainer, but my team isn't using any of the new tactics. How can I get them on board?"
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The 20 Best Companies to Sell For in 2022
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The 20 Best Companies to Sell For in 2022
Sales Fails: "I could charge you more"
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Sales Fails: "I could charge you more"
Advice: "My company just changed the comp plan. Should I speak up or leave?"
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Advice: "My company just changed the comp plan. Should I speak up or leave?"
Sales Fails: Fancy dinners don't close deals.
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Sales Fails: Fancy dinners don't close deals.
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How Beards on Men and Makeup on Women Drive Sales
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How Beards on Men and Makeup on Women Drive Sales
Advice: "I've been working in sales for 10 years. My husband just got into sales and is struggling. How can I help him?"
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Advice: "I've been working in sales for 10 years. My husband just got into sales and is struggling. How can I help him?"
Meta (Formerly Facebook's) head of ad sales faces stiff headwinds
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Meta (Formerly Facebook's) head of ad sales faces stiff headwinds
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Advice: "I keep getting laid off. I'm wondering if sales may not be right for me"
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Advice: "I keep getting laid off. I'm wondering if sales may not be right for me"
Stripe grapples with growing pains amidst changing compensation structures
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Stripe grapples with growing pains amidst changing compensation structures
Advice: "Our CEO said he wouldn't lay anyone off and then laid off my colleagues. Can I trust this company anymore?"
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Advice: "Our CEO said he wouldn't lay anyone off and then laid off my colleagues. Can I trust this company anymore?"
Advice: "I'm a sales manager. I feel like my reps aren't taking their job seriously. How do I motivate them?
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Advice: "I'm a sales manager. I feel like my reps aren't taking their job seriously. How do I motivate them?
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An interview with Jimmy Comodeca, SDR Manager and publisher of The SDR Newsletter
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An interview with Jimmy Comodeca, SDR Manager and publisher of The SDR Newsletter
Sales Fails: "I sent an angry email before checking my spam folder"
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Sales Fails: "I sent an angry email before checking my spam folder"
Is the Golden Age of Sales Tech Coming to a Close?
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Is the Golden Age of Sales Tech Coming to a Close?
Advice: "My company is giving the good leads to my colleagues but not to me. What should I do?
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Advice: "My company is giving the good leads to my colleagues but not to me. What should I do?
Sales Fails: "Door-to-door sales -- reptiles included"
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Sales Fails: "Door-to-door sales -- reptiles included"
Sales Fails: "I photoshopped my sales manager's head on someone else's body... and he saw it"
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Sales Fails: "I photoshopped my sales manager's head on someone else's body... and he saw it"
Advice: "My sales manager always needs to have an enemy. How can I avoid his wrath?"
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Advice: "My sales manager always needs to have an enemy. How can I avoid his wrath?"
The story of Chris Gardner, the inspiration for the movie The Pursuit of Happyness
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The story of Chris Gardner, the inspiration for the movie The Pursuit of Happyness
An interview with Ryan Walsh, CEO of RepVue, the world's largest sales organization ratings platform
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An interview with Ryan Walsh, CEO of RepVue, the world's largest sales organization ratings platform
The story of Clark Stanley, the original snake oil salesman
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The story of Clark Stanley, the original snake oil salesman
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Advice: "I took a sales role at a promising startup, but no one here is closing any deals. What should I do?"
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Advice: "I took a sales role at a promising startup, but no one here is closing any deals. What should I do?"
Carvana, the salesperson killer, is struggling, and its future remains uncertain
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Carvana, the salesperson killer, is struggling, and its future remains uncertain