Richard Israel

Just about every sales book crowding the shelves of book stores, libraries or sitting on sales manager’s desks cover the same topics: setting sales goals, copying with rejection, cold calling, closing sales, follow ups, time management, beating competition and so on. Most sales people during the course of their careers have read at least one of those books or attended a sales workshop on these very subjects.

So why are so few of these insightful techniques actually applied? Continue reading →