If your sales candidates says his strongest skill is writing proposals, don’t hire him

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 2 –…

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Where is the spotlight? If it is on you, you are not selling!

I was sitting in the best burrito place in Budapest one afternoon. At a table near me, I couldn’t help but overhear a conversation in English, My Hungarian is still pretty weak, so the familiar language caught my attention. In this conversation, an older guy in a business suit was sitting with a young, fresh…

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How the competition can make you hurt yourself

I was recently involved in a negotiation on behalf of the holder of intellectual property and a small (relative to industry average) potential contract manufacturing partner. After only a very short set of preliminary meetings, the contract manufacturer sent us an unsolicited, highly detailed proposal for a partnership. This was the smallest mistake they made,…

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