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The fifth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the being Adaptable vs. Prepared. Read More

The second in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on Closer vs. Opener. Read More

The first in a series of 10 posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed (according to the common wisdom), and the 10 opposing ideas that are also essential to succeeding in B2B sales. Read More

The new business mantra is adapt or die. Growth is no longer enough! Read More

A short piece on the outsized results of reading. Read More

The final article in a series of 28 articles on sales effectiveness based on the principles outlined in David Kilcullen's 28 Articles for Counterinsurgency. Read More

Number 25 of 28 articles on sales effectiveness based on Kilcullen's 28 Articles for Counterinsurgency. Read More

Post 21 in a series of 28 on sales effectiveness based on Kilcullen's 28 Articles for Counterinsurgency. Read More

Number 20 in a series of 28 posts on sales effectiveness based on Kilcullen's original 28 articles on counterinsurgency. Read More

Part 17 in a 28 part series on succeeding in sales using Kilcullen's 28 articles for counterinsurgency. Read More