Is your sales process the right sales process?

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...

Would you like to be worth as much as Google?

Why is Google worth so much? If you ask a room full of financial advisers, you will get a bunch of answers related to the valuation of various parts of their business. If you ask a room full of IT people, you will get a bunch of answers related to their algorithms. If...