Monthly Archives: March 2012

For Real Performance Improvement, Put Sales Managers First

Pretty Challenging Stuff There’s a lot of hubbub about the CEB’s research which led to “The Challenger Sale” book about the newly-identified behaviors of leading, educating and challenging clients, to add more value and win more sales. I actually started lauding the research through social media before the book was launched, and respect the research, […]

Continue reading