A shorter government publication providing a report or position about something was bound in the same white paper as the text - hence, "a white paper." Several versions of Webster's indicate that the term arose within the past few decades in England to distinguish short government reports from longer, more detailed ones that were bound in blue covers and referred to as "blue books" (not to be confused with the blue books used when taking college exams). Typically, a white paper explains the results, conclusions, or construction resulting from some organized committee or research collaboration or design and development effort. This White Paper responds to the HBR article which introduced a new selling style called the Challenger.A white paper is an article that states an organization's position or philosophy about a social, political, or other subject, or a not-too-detailed technical explanation of an architecture, framework, or product technology.
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Download White Paper The Challenger Style and its Impact on Sales Selection
This White Paper has Dave Kurlan's latest research, empirical data, and insights into which salespeople are most vulnerable when it comes to not being trusted, the industries they are in, why, the implications of the data, and what must be done in order to combat the widespread lack of trust. Download White Paper The Trust Project - When and Why Salespeople Aren't Trusted It also reveals the variables that affect Turnover, and demonstrates the ability to predict the likelihood of retaining the new salesperson long enough to achieve Break-Even and New Salesperson ROI. This White Paper provides formulas to help you calculate your Ramp-Up Time, Months to Break-Even, and Months to New Salesperson ROI. This White Paper has Dave Kurlan's latest research, empirical data, and insights into how you can accurately predict and prevent sales turnover before you hire a new salesperson. Download White Paper Sales Longevity - The Science of Predicting Sales Turnover Rather it is truly contextual - based on sales specific questions asked to hundreds of thousands of salespeople. This is not based on personality assessments or behavioral styles assessments. Research, empirical data, evidence, and the insights into how accurately you can predict sales success in sales candidates in any business calling into any marketplace. Download White Paper The Modern Science of Salesperson Selection
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The study was designed to be inclusive rather than exclusive, and have applicability to any sales leader, HR professional or senior executive that reviews it. We will report on the practices of companies large and small, with and without dedicated top of the funnel teams, and with and without traditional sales forces. This White Paper provides insights, commentary and conclusions reached from our Sales Force Effectiveness Study, conducted during the latter part of 2014. Download White Paper The Modern Science behind Sales Force Excellence What is it that salespeople are doing to close more business? What are they doing that prevents them from closing business? This White Paper will attempt to answer those two questions with science.
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