CHAPTER 12
The Big Ego Senior Executive “Sales Expert” Often Does More Harm than Good
If I’m being completely transparent, I must admit that this is a difficult chapter to write. But the book’s subtitle promises the “Straight Truth,” and what’s included here needs to be shared—for the benefit of both those who will be offended and the sales teams they lead.
I have the names of nine CEOs listed in my notes pertaining to this chapter. Their names, voices, and faces will be etched forever in my mind. While I learned much and benefited greatly from my time with each of these men (yes, all nine of these particular CEOs happen to be of the male persuasion), collectively, they provided numerous powerful examples and painful lessons of how high-ego senior ...
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