The Sales Epic Fail !!

OK, a little sensational maybe. Epic? More like failure on the installment plan. It is the desire to succeed without the results. It is the Pareto Sales Guy or Gal. The 80% of the sales reps that bring 20% of the business. That is a FAIL. Maybe even epic. Why work hard and not get…

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Thought-Through Sales Strategy and Sales Training

I learned to sell from Dr. W. Edwards Deming the American statistician, college professor, author, lecturer, and consultant. Strange huh? Dr. Deming is known for saying “you can’t manage what you don’t measure”. I learned that effective and efficient sales training and sales management requires measurements using a defined sales plan template and sales pipeline. I have had an…

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