“Why 50% of buying decisions fail”
Paul Nutt, author of Why Decisions Fail, studied 400 decisions made by senior executives in medium and large businesses. Decisions studied include Disney’s EuroDisney failure, various components of the Denver International Airport construction, etc. Nutt’s research found that fully half of the decisions had failed. A decision “failure” was defined… Read More
Seven Steps to Building a Winning Sales Organization
Is your sales team performing far below potential? Mine was. As a first-time sales manager many years ago, my office ranked dead-last out of 64 offices. We had ten salespeople, nine of whom had less than one year of sales experience with our company and were performing far below standards…. Read More
Sales Results
Sales Results = What you do? + How you do it? First, let’s look at how you sell relates to the care you show the customer during the sales cycle. Since customer care is now a commodity, how you do things is no longer a source of differentiation. That leaves… Read More
