In one of the more popular recent posts on LinkedIn, an executive discusses who he considers to be the most frightening people in business: salespeopl...
Leadership Speed
Do your managers accelerate the results of their team and the entire sales organization? Do their teams produce more, learn faster, and generally perf...
The View From the Top: Strategic Account Planning (Pt.3)
In strategic account planning, having a long-term account strategy is essential, as is forming a relational strategy, which we have discussed in the f...
The View From the Top: Strategic Account Planning Part II
This week, we will delve even deeper into the world of strategic account planning. As discussed in Part 1, we are trying to have a broader scope, not ...