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The sales person had been doggedly pursuing me for several weeks.  He had called a number of times, we finally connected.  I was interested in what he Read More
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Regular readers know the sales process and its importance to sales performance excellence is one of my soapboxes.  But in my zeal to talk about the sales Read More
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My friend, Jim Keenan, considers this a key characteristic of people he hires--are they coachable?  Are they open to being coached, are they willing to listen, Read More
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I'm getting all kinds of messages and emails.  I must be wearing people down with my incessant pleas for organizations to update their sales processes--to make Read More
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I had hoped we were beyond the, How do we cope with this economy questions.  However, I recently had the question, What are the biggest challenges vice Read More
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There has been such a great discussion going on at my last post on this topic.  If you've missed it, you should look at it, The World's Greatest Salesperson.  Read More
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We all know that customers are changing the way they buy.  It’s driving profound change in the way sales and marketing need to engage customers.  Read More
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My colleagues have been talking about OgilvyOne's contest to find the world's greatest salesperson.  I was curious about it, went to the website to read the Read More
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The day was gray and wet in the city that seldom buys.  Not what I expected as the opening sentence in a book on Forecast Fatale. Techniques For Sales Read More
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A few weeks ago, I got a call from Howard Stephens, Chairman and CEO of HR Chally.  He wanted to talk to me about one of his passions, sales education in our Read More
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