From the monthly archives:

September 2006

It’s Never Price!!

by Bill Caskey on September 6, 2006

In my observation of sales people, I’ve come to the conclusion that everyone falls on a continuum between highly skilled professional and poorly trained amateur. The people at the latter end of that scale are not bad people–they are just badly trained.
And nowhere does it become more apparent than when the sales person talks about [...]

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Do Project Managers Need Sales Training, Too?

by Bill Caskey on September 1, 2006

Well of course, you know the answer to that question before we start.
But I’d like to share some observations that may make it easier for you to train your PM’s in communication skills. It seems that companies are relying more and more on their PM’s to manage the client relationships and generate referrals so [...]

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