Since my job is to increase sales to fuel growth and profitability for my clients, I am always thinking about sales. I analyze what my clients are doing, what’s being done in the industry now, what’s been done in the past, and what my personal experiences have been. I listen to what people “in the trenches” are saying. I listen to what customers are saying. I read an uncountable number of articles on the subject written by people I respect, and I read a lot of books. All of this research influences how I approach sales, sales management, and sales training, and this information is telling me that things are changing again.
