Recipe for a Good Sales Team

Bill House Senior Vice President bill.house@mcgpartners.net The Key Ingredient to Sales Success: Understanding (Not Just Challenging) Your Buyer I recently read the new sales book – The Challenger Sale: How to Take Control of the Customer Conversation, by Matthew Dixon and Brent Adamson. In it, they describe the five types of sales people – the Hard Workers, Relationship Builders, the Lone Wolf, the Reactive Problem Solvers and the Challengers.  Anyone with sales experience likely recognizes [...]

Recipe for a Good Sales Team2018-05-16T20:10:21-04:00

Transformation of the Sales and Sales-Management Roles: Will You Make It?

With my good friend and colleague, Nancy Martini: The role of sales has been transformed. Those who adjust their methods of operating to succeed in today’s environment will excel in 2012 and beyond. The transformation began in 2002, when the Internet became an integral part of selling. From email, to automated supply chain, to cloud computing, to smart phones, to web conferencing, to search engines, to social media, we live in a world where the [...]

Transformation of the Sales and Sales-Management Roles: Will You Make It?2018-05-16T20:11:20-04:00