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Sensitivity Training
CRM adoption is a real issue. One reason that clients bring me in is because they have challenges getting sales people to regularly input data or even perform consistent pipeline updates in CRM. I...
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It’s Easy to Do Things Poorly
Working with a variety of senior executives, sales managers and sales contributors on a daily basis provides me with many opportunities to observe how committed they are to success. What success means...
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My Sales Coach
I am a big fan of Harvey Mackay. Recently, I had the opportunity to read his new book, “The MacKay MBA of Selling in the Real World”. The reason I like Mr. MacKay’s books (I have read or own most of...
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Don’t Confuse Sales with CRM
CRM has had a huge impact on executive perceptions about what it really takes to manage sales teams. I credit CRM vendors for selling the benefits of CRM while minimizing the extensive planning and...
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Introducing the 99 Questions Methodology
How to use 99 Questions to solve your “marketing” problem Senior executives always have unique perspectives about what they think drives successful sales in their business. Perhaps it would surprise...
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Sales as a Second Language – Learning to Speak “Sales”
If you follow the media coverage these days, you would think that everyone in business is learning how to speak a foreign language. It seems there’s a widespread perception that speaking a second...
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