Red Star Kim

JUNE 20, 2022

It was first published in 2004 and this second edition is from 2008. At page 68 we start to see more practical help for coaches – starting with effective questioning (and even “magic” questions which might be equally useful during a sales conversation): What’s the issue? What makes it an issue now? Who owns the issue/problem?

Client Relationships 130

Client Relationships Facilitation Brainstorming Meetings 130

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Management Sales Leadership 109

CM Partners

DECEMBER 13, 2017

Leaders should brainstorm all feasible options before committing to a solution path. The firm perceived the need to move from a transactional sales approach to an advisory approach in order to differentiate itself from its competitors. The company reported incremental new business sales of $12M in the first twelve months.

Leadership 52

Leadership Supply Chain Negotiation Suppliers 52