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Articles of Interest

The Effective Sales Operation
Ten 'How To' steps to an effective Business to Business Sales Operation
"There has been extensive work over the past 10 years by a number of business research organisations into the nature of B-2-B buying/selling relationships..."
Click here to download (148 KB PDF)

The 4 Pillars of Sales Management
High Performance Sales Management and Continuous Sales Process Improvement
"Sometimes, we treat strategy and tactics as opposites when, in fact, strategy and tactics are two sides of the same coin. Nothing so clearly illustrates the idea of the 'whole being greater than sum of the parts' as bringing together first-rate strategies with exceptional tactics..."
Click here to download (399 KB PDF)