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Sales and Marketing Leader Articles

Seven Ways to Permanently Improve Sales

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Stepping back to see the context of sales and marketing reveals often overlooked ways to get better results.

Grow Your Business and Lose the Fat by Putting Marketing and Selling on a "Lean" Diet

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Lean thinking doesn't just apply to manufacturing. A great case study of a business that changed its fortunes by changing the way it sold its product!

Will This Year's Sales Process Create the Results You Need Next Year?

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"The 'measurements' weren't telling anything about reality. They were telling just the opposite ..." What do you measure in the day-to-day operation of your sales process? Most companies have only rudimentary measurements (if they measure anything at all). They count initial contacts (e.g., phone dials or cold calls), appointments or demonstrations, proposals, and closes. Unfortunately, this information is almost useless. ...