The Human Advantage
Tony DowlingBetter sales results come from better sales management. Essays on the people, principles and systems that make performance repeatable.
| Platform |  | Pricing | Only free issues | Publishes | Twice weekly |
|---|---|---|---|---|---|
| Issues | 122 | Founded | 2 years ago | Last Issue | 13 days ago |
| Active | |||||
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The Human Advantage Starts With Who You Hire
I’m working on a very exciting AI project.
Me.
For the past week, I’ve been trying to extract my own Sales Operating System from my head.
Thirty years of experience. Successes, failures, lessons, principles, mechanisms, instincts and sca...
The Great CRM Lie: Why No Agency on Earth Can Fix Your Sales Transformation
Every year, thousands of Managing Directors and Sales Directors sign off on five- and six-figure invoices for CRM implementations.
The pitch from the agency is always seductive: “Hand us your processes. We’ll build the pipelines, automate...
Everyone agrees CRM adoption is a management problem
Yesterday I came across another discussion about a failed HubSpot implementation. The story was familiar.
A business invested heavily in HubSpot. The rollout failed.
The software was eventually abandoned.
In the comments I wrote:
“Ado...
Management Isn't About Checking Up On People
One of the biggest misunderstandings in sales leadership is the belief that management is about control.
It isn’t.
Management is about helping people achieve the standard they agreed they wanted to reach.
That’s a very different thing....
We All Have a Plan. Most of Us Just Haven't Written It Down.
Every day was a blur of appointments, phone calls, meetings and desperately trying to remember who I’d promised what. Looking back, I did have a strategy. I just didn’t know it.
My first sales plan could be written on a Post-it note.
Get...
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| Subscribers | Engagement | 65 | Monthly Web Visits | ||
|---|---|---|---|---|---|
| Accepts Sponsors | Estimated Cost per Ad | ||||
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Authors
The writers behind this newsletter.
By Tony Dowling — I build Sales Operating Systems for a living. Ex MD and Sales Leader. HubSpot Certified Trainer, founder of The Graduate School for Sales Leaders, I’ve spent 20+ years watching sales leaders solve the wrong problems.
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