Monthly Archives: September 2013

Leading Change in a Sales Organization

Change isn’t easy under any circumstances, but it can be especially tough for sales leaders to put their organizations on a new and better path. Although everyone in theory wants to improve, trusting change can be tricky. And large-scale change … Continue reading

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Nailing the Lead Flip to Sales

By Diane Gillespie When I spoke at the Sales 2.0 conference last month, I presented on the 5 Failure Points of today’s selling system. A quick summary of the points (though I recommend clicking through to the video): Lead, Process, … Continue reading

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