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Strategic Discipline Blog

Tombstone – Is Consultative Selling Really Dead?

Posted by Douglas Wick on Thu, May 30, 2013

Have you heard the news?   Consultative Selling is Dead.   This from an Inc Article, Why Consultative Doesn't Work.  Not alone, Harvard Business Review issued an article in as much agreeing with this End of Solution Sales

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Topics: Sales Process, Dave Kurlan, Sales Training, Sales Discipline

Sales Pipeline – Why Your Sales People Forecast Too High

Posted by Douglas Wick on Mon, Oct 4, 2010

Do you have trouble anticipating what your sales will be from month to month?  Do your sales people have difficulty giving you an accurate forecast on what they will produce each month? 

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Topics: Work Process Flow Charts, Dave Kurlan, Sales Discipline, Baseline Selling


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Doug Wick, President

Positioning Systems


The Strategic Discipline Blog focuses on small to midsize business owners with a ravenous appetite to improve his or her leadership skills and business results.

Our 3 disciplines include:

- Priorities
- Metrics
- Meeting Rhythms

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