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WRONG sales culture : the reason why Businesses don’t GROW

  The more I work with small business owners the more I am trying  to figure out the root cause that prevents their sales from consistently growing . Now that I have become a small business owner myself I understand better some of the unique challenges of this “job” and I am learning to adapt my […]

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Now HIRING : “Part Time” Sales Productivity Jobs OPEN!

These days I have been taking on longer engagements  with some very selective clients who ask me to go deeper into their sales organization. They hire me as their “part time” sales productivity manager the same way some people use  “outsourced” support for specific and limited needs, like  a “part time” CFO  for their financial […]

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The Breakthrough Company (by Ken McMillan)

Ken McMillan’s book “The Breakthrough Company” is based upon the same idea as Jim Collin’s famous book “from good to GREAT”, but where Jim focused his research on gigantic MultiB$ companies, Ken focused his own research on medium sized businesses, roughly from $10M to $100M (at least when they started, the top 9 companies that […]

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VISTAGE All City Keynote : The Breakthrough Company (1/2)

I recently went through the VISTAGE recruiting process and I was  invited at their All City Day in Charlotte on October 18th. VISTAGE is one of the most famous International CEO to CEO “peer to peer coaching”  organizations for small and medium sized businesses and I felt honored to be “hunted down” by them.  Luckily, […]

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How much do you charge for a customer visit?

My notes from Neil Rackham’s Sales Management new frontier Keynote (2/2)  In order to differentiate yourselves in this buyer’s economy, your sales force is becoming more and more important. HOW you sell is actually becoming YOUR differentiating factor more than WHAT you sell (see previous post on “your market share just got cut in half : […]

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