Recent Posts by Orrin Broberg:

by Orrin Broberg, on Dec 28, 2018 11:59:00 AM

It’s gratifying to get quantitative evidence that the companies I have the pleasure of working with are taking action to meet the needs of their buyers, and I was inundated …

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Topics:Sales & Marketing

by Orrin Broberg, on Sep 24, 2018 9:40:00 AM

Last week we held the second annual Modus Summit and it was just about double in both content and attendance over last year, so we are calling Summit 2.0 smashing …

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Topics:Conferences & EventsCustomer Success

by Orrin Broberg, on Sep 5, 2018 10:53:34 AM

When I began my career at Xerox as a sales professional some time ago, telephones and fax machines were the most advanced technological tools at my disposal. Since then, selling …

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Topics:Sales & Marketing

by Orrin Broberg, on Jul 26, 2018 9:09:25 AM

Buyers Never See 65% of Content and Other Stats that Will Force You to Rethink Content Delivery At MODUS, we know empirically that when sales professionals use the right content …

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Topics:Content Managementsales asset managementsirius decisionswebinar

by Orrin Broberg, on Jun 27, 2018 3:16:20 PM

I have a confession to make, it’s something you probably already know. Communicating your brand to customers is hard. Having your salespeople communicate your brand differences to prospective customers is …

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Topics:ModusRebranding

by Orrin Broberg, on Jun 4, 2018 1:45:52 PM

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review The real enemy of salespeople today isn't their arch rivals; it's no decision. That's according to …

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Topics:Articles

by Orrin Broberg, on Jun 4, 2018 1:29:28 PM

Note: This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review Every salesperson knows the quality of their sales leadership will have a profound impact on their …

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Topics:Articles

by Orrin Broberg, on Jun 4, 2018 12:52:19 PM

What prevents a sales organization from achieving success? After studying hundreds of sales organizations I have found the answer to this question is directly related to the challenges associated with …

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Topics:Articles

by Orrin Broberg, on Jun 4, 2018 11:26:13 AM

Manufacturers today are facing unprecedented challenges as customers access content through multiple channels – online and off. This may ring especially true if you’re a marketer at a company like Graco, Caterpillar, or Toro where …

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Topics:MarketingSalesSales & MarketingTechnology

by Orrin Broberg, on Nov 20, 2017 8:50:35 AM

I have been selling or managing sales, to some degree, for longer than CRM has been existence. I began my career at Xerox and throughout it all, I have observed …

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Topics:CRMSales and ManagementSales

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