Karl Becker has founded and run numerous companies over the last thirty years and now runs Improving Sales Performance, a consultancy that supports sales organizations to build high-performing teams and achieve their revenue goals. He is the author of Set up to Win: Three Frameworks to a High-Performing Sales Organization and Sales & Marketing Alignment. He has a BA in economics from Colorado College and an MBA from the University of Colorado, Boulder. You can learn more about him and his work at improvingsalesperformance.com.
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Fighting back from bankruptcy, you should focus on this sales technique.
Karl Becker explains the sales strategy that he used to recover after a bankruptcy. Now he has written that into a book entitled Iceberg Selling . On this episode he explains how to take back control and improve cash flow by closing more deals which he credits with this one key principle, that he e...