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My blog’s table of contents; scroll down to see the latest posts.
Dear friends, I tried to build a TOC for my blog entries with no success, so I decided to do it the good old manual way. I created what is called a “sticky post” with links to all the posts and their...
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What is common between Banks, Telco providers and Waste Management companies?
Hi I often hear statements like ” Our industry is different, we deal with XXX customers and the sales trainer has to know the industry” , or ” the sales trainer must have worked in YYY environment for...
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Building the right competitive strategy ; Front, Flank, or Fragment? (Part 1)
An important part of the sales operation is choosing the right competitive strategyaccording to your situation in the account. This slide shows an example of four different competitive strategies Let...
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We are not sales persons … We are Agents of Change!
This article is inspired from a great book called Selling Change by Brett Clay and also builds on my previous one titled “Newton law of motion”, you can read it here :...
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