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From the Editor...

Editor: Paul Nolan

It’s frightening to admit it, but I’ve been writing about sales and the techniques companies use to improve sales performance for more than two decades now. It has always seemed somewhat ironic to me because sales is a job that I feel completely unsuited for.

Close a deal? You may as well ask me to draw up the blueprints for an office tower.

In putting this issue’s cover story together, however, it turns out that I just may have some essential sales skills after all.

Additional Web Resources

Leadership Lessons from a Marching Band
Mike Figliuolo of thoughtLEADERS, LLC discovered that his college alma mater’s marching band offers some leadership lessons that businesses would do well to mimick. Read his thoughts and watch the video here: http://bit.ly/13gIo3d

Should You Create A Sales Dream Team?
Since customers are fielding buying teams, does it make sense to assemble your top salespeople into a Dream Team? Harvard Business Review addressed the issue of making star teams out of star players. You’ll find it here...

Freewheelin’ With the Funnelholic
While researching our Jan-Feb cover story on marketing automation, we came across Funnelholic.com, a lively business blog written by consultant Craig Rosenberg. We got him on the phone to talk more about the topic. You’ll find that conversation here.

Dan Pink Says We’re All In Sales Now
In his new book, “To Sell Is Human: The Surprising Truth About Moving Others,” the best-selling author says we’re all in sales to one degree or another. So what does that mean for those who do it for a living? Our extended Q&A with Dan Pink is here.