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In Sales, process is everything. By nature I am not a process-oriented guy, I am more of the fly by the seat of my pants gut-reaction type. However, not everyone works well like this (including me). I learned early in my sales career that processes, as much as I hate [...]

The one area that people seem to ignore the need for consistent and thorough follow up is early in the process, the area we refer to as above the pipe. Most sales people tend to have a very Glengarry Glen Ross approach, give a lead one try, and if you do not get the desired [...]

At the risk of sounding old and cynical, (not burnt out), I have to share with you one of my favourite things in presenting sales effectiveness programs to senior sales executives, and the thing that makes it even more fun, is that it happens regularly and therefore I am sure to be amused regularly.
The scenario [...]