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Don't have time to coach your sales people? Managers who are not coaching their people will not achieve the highest levels of performance---both with their team and for their organization. One of the most important aspects of the sales manager's job is to develop their people. Read More

How do we really create value in selling? Is it to scare our customers spitless? Read More

Sales professionals should emulate great doctors. We need to understand the customer's real problems, needs, goals, before we prescribe solutions. Diagnosing before solving improves the value we bring to customers. Read More

Learning from master carpenters about sales? Tools help us become more efficient, but they are no substitute for mastery. They are dangerous if we don't use them skillfully. We can learn a lot about selling from carpenters. Read More