Discussing Sales Process Excellence

After several years reflecting on the publication of Sales Process Excellence, I am writing new thoughts and observations about each chapter. This work is under development, and I am not necessarily doing the chapters in order. (Chapter 3 is complete however!) Please join in the discussion by leaving comments. We look forward to your reactions.

• Chapter 1 – Gaining Perspective
• Chapter 2 – How Do Leaders Think?
• Chapter 3 – Why Definitions Matter
• Chapter 4 – VOC: Facts or Opinions?
• Chapter 5 – Can You Measure Value?
• Chapter 6 – Locating Problems?
• Chapter 7 – Mastering Marketing
• Chapter 8 – Aligning the System
• Chapter 9 – Make Service Visible
• Chapter 10 – Partners for Profit
• Chapter 11 – Management Objectivity
• Chapter 12 – Leadership and Style