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Make it a GREAT CIRCUS in 2015 !

Dear lions, Lion tamers and Circus owners To all the “lions, lion tamers and circus directors” out there, I wish you all a happy, healthy and successful 2015! As change keeps accelerating in the field as buyers are more and more in control of the buying process, the role of the front line sales manager […]

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Sales Teams Gone Wild

As I like to put it, I do not know of one sales person who gets up in the morning and says while looking at her/himself in the mirror : ” Huh, I am going to try to do a real lousy job today” Another angle to that thought is “Why do 100% commission models […]

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Selling Collaboratively in 2015

I just finished “The Collaborative Sale” form Keith Eades and Tim Sullivan. It made me want to re-read the New Solution Selling to see how the main principles from Solution Selling evolved over the last 10 years in the eyes of the authorsIt was actually very interesting to read that 10 years ago (pre-recession), Solution […]

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SOCRATES COACHING TIPS for sales managers

  MAY 2014 NEWSLETTER   Telling is not selling and telling is not coaching either. In fact, it’s the exact opposite : the more you tell someone something, the less he/she will believe in what you say, and the more he/she will discard you as being worth listening to… If I tell you “I am a […]

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How to make SALES MANAGEMENT FUN !

Latest souvenirs from recent Lion Taming Trainings with

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