For the most part, sales
organizations have access to more or less the same resources. They can draw from
the same pool of salespeople and they can all learn the same sales techniques.
Yet, some office technology organizations perform at a high level and others
remain at the bottom of the...more >>
My father, L.B., was a man who
had great instincts. He had an uncanny sense about new products that wouldn't
fly, a process that was too complicated, people who were a little too full of
themselves, or a wheel that didn't need reinvention.
Additionally, he seemingly had a saying for almost...more >>
I've been active in sales
training for the last 15 years, and I am continually struck by one unchanging
situation: office technology sales forces do not reflect the ethnicity of the
I am an American living in Toronto—the most culturally diverse city on the
planet—and I...more >>