Red, white & blue (simplified) sales management

Every once in a while an idea comes along that stays with you, and guides you as you move along day by day, year by year through our career. I heard such a sentence more than 10 years ago while interviewing a prospective sales manager, and the idea was as simple as it was useful.…

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Defying Pareto: Refuse to accept the mediocrity of the 80/20 rule

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 Chapter 6 –…

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Is sales and selling really as complicated as some make it out to be?

Those who talk, write and teach about sales have found many ways to describe the details of sales and selling, which is not bad, but it seems that some may have lost the forrest for the trees. Let me explain what I mean with a challenge: Think of all of the selling techniques, methodologies, philosophies,…

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