Long term sales consulting

Sales consultants are expensive – I know, I am one of them. Are we worth it? Well, that depends a lot on who exactly we are talking about. All sales consultants are not created equal. Some are better than others, and so – by extension – some are more “worth it” than others. The value…

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Cruel and Heartless

Wow – seems that I struck a nerve last week – I got a lot of pointed feedback to my last blog, mostly along the lines of: How can you advocate firing people in the middle of this awful economy! Well, as I said, the post was a brief glance at my upcoming book. Here…

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Simple, but not easy: Book 2 preview

The management side of the sales process and how that helps the sales organization as a whole Running a sales organization is simple. You only need to do three things: Make sure you have the right people. Make sure they are doing the right things. Make sure this all happens in a culture of accountability.…

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Measuring sales success

Sometimes the most interesting questions about sales come from people who are not salespeople at all. I was recently asked a question about sales by a friend of mine who is an attorney. The question was if there was any kind of global sales rankings? Without giving me a second to breath a response, speculation…

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