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michael mcgowan

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8 points

Nov. 27, 2011

michael mcgowan and 13 other people answered this question

Who do you think is learning faster as a group: sellers or buyers?

The Buyers - by a mile.

Nov. 13, 2011

michael mcgowan and 6 other people answered this question

When a company misses its revenue target, what are the most common reasons sales cites for the miss?

The real reason, as opposed to the ones get cited, is that - in the majority of cases - not enough resource and effort was spent in locating qualified opportunities in the first place. Check any sales pipeline, and once you get through the clutter, ... more

Sept. 25, 2011

michael mcgowan and 24 other people answered this question

Why don't more sales organizations invest in sales training courses?

Lauren, wait a couple more years, and the question will be "now that sales training is gone, can we be sure it won't ever come back?" The reason is that salespeople are starting to teach themselves and learn for themselves. They simply need access to ... more

Sales Management

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