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Book Review

Book Review: What The Customer Wants You To Know, by Ram Charan

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Today’s sales conversations seem to revolve more than ever around price.  But, as I’ve said many times before, the customer of yesterday has changed forever. And today’s buyer wants something different. Price and value are still essential, of course, and today’s customer wants you to know how their business works, so you can make it […]

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Book Review: The 800 Pound Gorilla Of Sales

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About 12 months ago I was approached for an interview on how to dominate your market. Because MTD Sales Training is one of the dominant players in the UK sales training market, Bull Guertin wanted to know what we did to make it so. Now I’m not going to reveal our secrets because there are […]

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Book Review – Playing Bigger Than You Are

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As an “authority figure” in the UK sales scene I am often asked for my input and opinion on the latest book releases that come out on the market. I’ve actually got 14 of them stacked up at the moment so I’d better get my skates on! The latest book I have had the pleasure […]

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