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You may also wish to view the more recent whitepapers.

Articles by Philippe Lavie

• Forecasting: Why Bad Things Happen to Good Sales People, SoftwareSalesJobs.com
  Philippe Lavie, Aug 2005
• Building a sales pipeline, SalesVantage.com
  Philippe Lavie, Apr 2005
• How to build a sales pipeline, Software Sales Journal
  Philippe Lavie, Jun 2005
• Cold Calling for Success, Software Sales Journal
  Philippe Lavie, Sep 2004
• Cold Calling or Using the Telephone for Success: Is Prospecting that Scary? Software Sales Journal
  Philippe Lavie, May 2004

Other Articles

• The 18 Lessons in Leadership by Collin Powell
  January 2006
• Forecasting: Why bad things happen to good people
  September 2005
• Building a SOLUTION with your prospect
  September 2005
• Building a Sales Pipeline
  June 2005
• The Source of Future Growth
  December 2004
• Sales Forces Not Meeting Expectations
  September 2004
• Sales Managers Make a Difference
  August 2004
• Integrating Resellers and Other Channels Partners into your sales strategies
  July 2004
• Managing the Prima Donna
  How the Best Managers Handle Their Gifted — Yet Difficult — Superstars
  June 2004
• How to more effectively use the telephone
  Cold Calling or Using the Telephone for Success: Is Prospecting that Scary 
  April 2004
• How to defeat your two biggest competitors
  How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy
  March 2004
• Building a World-Class Salesforce
  Many leading organizations have launched efforts to achieve "world-class sales." But what exactly does it mean to have a world-class sales organization?
  December 2003
• Beware of Data Mania
  Managers can spend their careers evaluating reports and data. But what information is key to improving your sales force’s performance?
  June 2003
• Salespeople who engage customers
  How the best reps build special and unique relationships
  May 2003
• Let the Seller Beware
  What the CFO Needs to See to Believe
  April 2003
• Selling to the CFO
  What the CFO Needs to See to Believe
  March 2003
• Morale Stinks!
  But before you can improve it, you must first understand the key elements that foster — or ruin — morale
  February 2003
• 37 eMail tips
  Every marketers should read before pressing send
• CRM’s Future
  Humble Growth Through 2007
• Employee Engagement - EMPOWER PEOPLE, NOT SOFTWARE
  What creates value in a call center? Not technology, but employees
• In Start-Up world, good ideas also need good sales staff
  Wanted: executives who can sell
• Measuring Corporate Smarts
• A Poor Grade for E-learning
• Why Information Technology Sales Fail to Close
• Leadership - Don't sell yourself short in recession
• Why CEOs Fail

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