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Table Of Contents

Taking Your Team to Market
“The Ultimately Accountable Job . . .”
It Takes a Leader—and Sometimes a Lucky Break
Realities
Going to Market
The Path of Least Resistance5
How to Assess Your New Team
Sales Channel Sizing and Company Profitability
In Pursuit of Rewards: Chocolate, Sex, and Money
Type 1 or Type 2 Situations
Why Good Salespeople Make Bad Decisions
Sales Controls
The “Art” of Forecasting
Thin-Slicing, a Productivity Tool
How a Super Salesman Avoided Common Decision Traps
Role of Partners
Alliances Can Position You
Thin-Slicing in a Sales Channel
The 80/20 Rule
Role of Sales
Unwrinkling Southern California
Learning from the Fosbury Flop
History Repeats Competitive Ebbs and Flows
Loyalty Costs More Now
How to Avoid Being the Designated Loser
Sales Is Only the Messenger
The Great Market Shift in 100 CE
Consider the Odds, Charlie Brown
Predictable Surprises
Change Accelerates
Anticipating the Future
A Short History of Bad Numbers
Champagne Secret
The Illusory Link
“How Gullible Are We?”1
What Are Best Practices?
Dotcom Euphoria
Caution: No Silver Bullets for Sales!
IBM’s Success Environment
Examine the Evidence
Application to a Forecasting Gap
Exponential Sales Growth
Additional Insights
Intuition Is Experience, Not Magic
Experience in Action
Intuition Is Mainstream
Improve Your Intuition
“Rounds” for Team Intuition
CSI: Seeing the Invisible
Intuition Is Knowing What Will Happen
Test Your Intuition
Spam Slicing
Information: Less Is Often More
A Lesson Learned from Betting on Horses1
The Availability Heuristic
Processing Biases
Lonely at the Top
A CEO’s Advice
Public Stress
Drowning by Hanging onto an Anchor
You Take It, You Own It
Overconfidence
The CFO’s Viewpoint
Sales Takes No Action
Classic Goof
Brain Science
We Have Dog Brains!?!
Mr. Spock as Role Model?
Mental Imaging
As We Thinketh
Why Goals Work
There Are No Limits
Making Your Age Work for You
CIA Advice for Continuing Career Success
Superwoman and Other Dysfunctional Models
Evolved and Unevolved CEOs: Hurd vs. Fiorina at HP
Predictability
Predictable Failure
Iceberg Perceptions
Perceiving the Risks
Flexibility and Success
Know the Truth
Hiring
Changing Territories
Learning
Loss Reviews
Earnings and Tenure
Decision Making
Best Wishes for Success
Notes
Bibliography
Index
About the Author
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Sales Managers Success Manual

Sales Managers Success Manual

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Published by azrajafri1

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Published by: azrajafri1 on Dec 16, 2008
Copyright:Attribution Non-commercial

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06/24/2013

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