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Executive Sales Training – The Art of Mastering Discovery

Artful Discovery – Why Telling Ain’t Selling For the past four months, I have been focused on a significant client project. Like most of my engagements the charter is simple – repair an ineffective sales organization within an otherwise healthy company that has a valuable and highly differentiated service offering. To date, we have rewired the demand creation / lead generation …

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Sales Process Implementation — The Core Elements

Oh Great….A ‘Process Guy!’ When I begin a new professional relationship, it doesn’t take long for people to get the sense that I am a ‘process’ guy. I place the term ‘process’ in quotes because I believe it is often misused and, even more often, misunderstood. Most of the time, coming on board as a ‘process’ guy generates equal amounts of euphoria …