Pipeline or a pipe dream? How do sales people know the difference?
As I begin my next sales training ecourse with Kravet in New York, I review my presentations and reflect on what has changed in the industry or in selling techniques. Some of the reflection includes methods that I was taught and used for so long that I now realize just don't work anymore, but most still continue to do. I observe it every day. I'm also becoming more aware every day, that this is not [...]