Sales & Marketing
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Sales & Marketing
Just Add Water
Columnist Rick Davis says, "It’s not such a great recipe when hiring outside salespeople. Yet this has been a common practice in our industry for decades."
Sales & Marketing
Meetings, Memos, and Edicts. Oh My!
Columnist Rick Davis says, "Meetings, memos, and proclamations can be dangerous things when it comes to leading salespeople."
Sales & Marketing
10,000 Hours
In his best-selling book, “Outliers,†Malcolm Gladwell made famous the thesis that 10,000 hours of practice were required to achieve greatness at a task.
Sales & Marketing
Fear or learning—what’s your environment?
Columnist Rick Davis helps readers answer the question, "Is your sales culture one of fear or is it a learning environment?"
Sales & Marketing
Order Takers Anonymous
Columnist Rick Davis reflects on being an order-taker and why he believes all salespeople should be one too.
Sales & Marketing
The 30-Year Dialogue
Columnist Rick Davis reflects, "I’m always reminded that the people I am shaking hands with are the ones I first met 30 years ago."
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Sales & Marketing
Sales fallacies
The history of sales theory has been fraught with gimmicks and trite sales axioms, usually designed by peddlers of sales theory.
Sales & Marketing
Disciplines of Market Leaders
Columnist Rick Davis says, "At this month’s 2024 Â鶹´«Ã½ Strategies Conference, my keynote topic will share insights into 'The Disciplines of Market Leaders.'"
Sales & Marketing
Feature-Benefit Yawn
Columnist Rick Davis says, "For many years, the prevailing theory of sales presentations has emphasized 'feature-benefit' selling. To that, I say, 'Yawn.'â€
Sales & Marketing
Make the gratifying choice
Sales success is a competitive endeavor, and part of the war is being fit enough to endure in the heat of battle.
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