SPPM
Sales Team Performance Management – STPM – sounds like a consultants pitch for a new project, and in some ways it is. In other ways its a simple concept every business should understand, and in yet more its a combination of information, systems and processes. The one thing it isn’t (for the moment at least) [...]
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Sales Coach
The Difficult Prospect – we’ve all got them. We can’t deal with them, and can’t make a living without them. Are there strategies we can use to control the conversation with the deals we can win? Are there tactics we can use to close or kill the ones we can’t? What’s a poor sales guy [...]
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