From the monthly archives:

January 2008

Is Your Sales Force Underperforming? 7 Solutions that DON?T WORK and 7 Alternatives that DO

by Bill Caskey on January 10, 2008

by Bryan Neale
Ask 100 sales managers if their sales force is UNDERPERFORMING and you’ll get more YES’s than you might think. So, what to do about them? Below are 7 traditional fixes and some alternatives that we feel will work better.
1. Blame Them
INSTEAD: Engage in self analysis. Ask yourself, “How am I a part of [...]

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The Inner Game of Finding Pain

by Bill Caskey on January 9, 2008

What is it that stops us from finding the customer’s problems/pains/issues? Is it possible we’re a bit afraid? Well, here is a conversation we had with our in-house, staff therapist, Terry Daniel. He’s the guy we go to when we want to make sure what we teach is psychologically sound–especially around the ‘mind game of [...]

 
icon for podpress  The Inner Game to Finding Pain (Run Time: 14mins): Play Now | Play in Popup | Download

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Peter Drucker Said it Best…

by on January 4, 2008


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