Archive for March, 2011

A Check Close Is Not a Dialogue

Every time I believe that sales has evolved beyond the past tactics and techniques that did so much to build negative stereotypes, I chance upon a salesperson who reminds me there are still a few holdouts. The hapless salesperson with whom I was…

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Who Else Do We Need?

Buying decisions are more and more being made democratically. The idea that there is a single point of authority, or two, or three is outdated. Getting better results is too important, and the decisions critical to ensuring that these results are…

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