Will sales training help improve sales?

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From the Introduction –…

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The one thing that won’t fix your sales organization is one thing

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From the Introduction: “There’s…

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The Google Rule and the Law of Authenticity

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From the Authors Note:…

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Sales management and the sales process – Part 2

Last week, I wrote part 1 of this 2-part blog post article about what kind of substance there is between sales managers and salespeople. The conclusion was that there is often nothing of significant substance. First, there was the typical revenue targets, which are important, but not enough by themselves to improve sales efforts across…

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