Tag Archives: helping customers buy

Death Of A Sales(man)Person

The imminent demise of the sales person has been predicted for some time. And, as Mark Twain once wrote: “The report of my death was an exaggeration.” U.S. companies spend almost $1T on sales people every year. That is about 3x … Continue reading

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The Sales Prevention Department

Many companies have one or more sales prevention departments. Some people consider the credit department a sales prevention department when they won’t issue acceptable credit terms to a prospective customer. My friend, Abe Walking Bear Sanchez has some thought-provoking ideas on … Continue reading

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Seven Steps To Value Acceleration (Part 6)

When Ralph and I published our book Value Acceleration, we were asked for ideas on the steps to take to get Value Acceleration for your company. We came up with seven. We will post them here over the next several of … Continue reading

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