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Selling Power TV Interview: Does Your Sales Process Create Value?

Gerhard Gschwandtner interviews Michael Webb on Selling Power TV:   Download the full transcript here:  Does Your Sales Process Create Value transcript This was a great opportunity to explain Sales Process Excellence in a nut-shell. Let me know what you think! And, visit to subscribe to Selling Power Magazine. Order your copy of Sales Process […]

How Sales and Marketing Can Inspire Productive Action Instead of a Rat Race

If you are like me, when you started out your career years ago success didn’t come as fast you hoped. Not by a long shot. Along with other salespeople I worked hard to improve my performance. I acquired product and application experience, selling skills and time management expertise. Along with our managers, we mightily executed […]

Discussion of Chapter 3

Why Definitions Matter Thanks for visiting this page. I want to explain why chapter three is one of the most important in the book. For ages (literally), we’ve been taught to believe: Whatever happens between someone’s ears is “subjective” rather than objective. (Since words they use can mean different things to each.) Emotions drive human […]

Discussion of Chapter 2

How Do Leaders Think? Reason is the means of reconciling the perspectives of everyone in a business with what is actually happening in reality. It is an iterative process that benefits from the independent thinking of everyone involved. This essay will go into more depth around how leaders can cultivate the skills, values, and behaviors […]

Discussion of Chapter 1

Gaining Perspective Chapter 1 offers comparisons of the perspectives of several types of executives bring to managing sales and marketing. This essay will briefly describe why the differences in these perspectives create challenges, and how the approach illustrated in the book helps leaders to reconcile them, and therefore the causes of sales problems. Coming Soon! […]

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