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Sales

Do you need a sales tune-up - or an overhaul?

Posted: 02/01/2017 - 05:17

Last October I attended the Sourcing Industry Group (SIG) Global Summit in Carlsbad, California - an event I have attended more than 40 times over the last 25 years. Why? Because professionally, it is truly worth the time and treasure required. Because of its strict “no selling” and supplier code of conduct agreement, attendees can freely collaborate and discuss topics without waiting for a vendor to start their sales pitch. Unlike traditional trade show vendor-fests, SIG attendees are typically about 75% buyer, 20% supplier and 5% advisor.

Building a sales force multiplier

Posted: 05/18/2016 - 01:58

Likely all of us have heard the expression (or something close to it), “If I was starting this company all over now, I would do it much differently.” Often such break-away thinking yields new companies, or in some cases, new divisions or subsidiaries of companies. To achieve true transformation, one must employ “trans-process” thinking. I’m not sure if anyone has coined the term yet, but if they did my credit is hereby given. If not, I will claim it now.

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