C level strategic / Blog

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A Common Sales Management Trap

A Common Sales Management Trap     I quit! I’ll be going to work for the competition. Those are the words that Tom heard from his top salesperson early on Monday morning. He’s stunned....

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A Basic Selling Process

A Basic Selling Process     Consultative selling, relationship selling, client based selling. There’s a lot of confusion about selling processes these days. Is there any difference? What exactly is each one … what...

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Are You Getting in Your Own Way?

Are You Getting in Your Own Way?     It’s Friday afternoon again and you’re wondering where your week disappeared to. You started out on Monday morning with a list of items that you...

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Firing Salespeople

Firing Salespeople   You’ve got to know when to hold ‘em, and you’ve got to know when to fold ‘em.   Kenny Rogers, The Gambler. Firing salespeople is one of toughest sales management challenges. In...

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Do You Have a Sales Process?

Do You Have a Sales Process?   Traffic circles are common in Latin America. The drivers there play a game called “What’s my lane?” As you speed around the traffic circle you have to...