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Why Listening to Sales Experts May Be Hazardous to Your SalesAugust 14, 2017 - 6:01 amA sales expert, I’m not. A trust expert, I think I’ve become. And it turns out, there’s a big overlap. — One of the interesting points in Neil Rackham’s classic SPIN Selling is that certain techniques developed for small-item selling – notably closing – actually backfire when applied to larger, more complex sales. In other […]
Don’t Focus Just on SkillsetsAugust 7, 2017 - 6:01 amIt’s become a truism: you can’t manage what you can’t measure. (Actually, it’s quite a debatable proposition.) A corollary is that therefore what matters are observable behaviors, hence the essence of training is to develop skills that generate those behaviors. We’ve all seen, in the opening page of nearly every corporate training session’s objectives statement, […]