How much focus do your sales managers put on conversation speed and tonality when they coach their salespeople? At...

    It’s the time of year when we take stock of where we are, and make plans for where we want to go. What went well in your...

    "What would happen to your revenue and profit margin if your sales organization became a coaching-centric group that got...

    If you had the opportunity to really study your sales organization - to take a very diagnostic look at the people,...

    The most important step in the sales hiring process is not writing the perfect ad so you attract the best possible pool...

    Did you hit your sales forecast right on the nose last year?Are your powers of predictive forecasting so strong that you...

    There are only a few seats remaining for our upcoming free seminar, "The Ultimate Sales Call, Five Lessons that Drive...

    If you are the person who signs the checks (the President, CEO or business owner) for all of the expenses that go along...

    Focus on Sales Process, Not Outcomes

    by Mike Carroll on Tue, Jan 31, 2012 @ 07:01 AM

    I recently finished reading Moneyball by Michael Lewis (I still look forward to watching the movie).  Great book with...

    Our friend and mentor Dave Kurlan - a top-rated speaker, best-selling author, sales thought leader and highly regarded...