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MDM Interview: Now Is the Time for Sales Discipline

Ambrose: A more structured approach takes market share

May 25, 2009
With sales low across the industry, many companies are fighting just to break-even. However, there may be more opportunities for improving your sales than you expect. Jim Ambrose, president of BranchManagerCEO.com and founder of Jim Ambrose's Workshop, says now is a great time to retrain and reenergize your sales force to find new ways to gain market share. 
 
MDM: Today's economy has created many challenges for businesses. What impact has it had on the sales process?
 
Jim Ambrose: Most, if not all, of my clients tell me that one of their big issues is that their salespeople tend to get comfortable in their account packages. And the problem with getting comfortable today is that your accounts aren't very busy. If the ...

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