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Tag Archives: culture

Creating competency based sales training

March 23, 2012 – 4:38 pm

I have recently been asked by a prospect if I can create sales training based on competences for specific levels of sales people.  In fact, I have done this a number of times for large global companies, but I have never documented the actual approach and methodology I followed in designing, developing and implementing this […]


BATNA – Best Alternative to a Negotiated Agreement

May 8, 2010 – 6:16 pm

One of the concepts that sales people often have difficulty with on an advanced negotiation skills course is BATNA. I intended to create a blog for this topic in the future but there is such a great BATNA example in the news at the moment, I thought I should cover it now. So the situation […]


The Role Of The Sales Manager

April 26, 2010 – 10:59 am

Have you noticed over the last few years how the role of the sales manager has changed?  In the good old days, the sales manager’s mantra would be “how can I help you win the business”, “what resources do you need to win the business”; “can I speak to your contact’s boss to develop the […]

By John | Posted in Sales Management | Also tagged , | Comments (0)



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