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Huth waite's Articles


Sales (2)	Business (1)

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Coffee is for Closers....and for Coaches You've likely watched the iconic scene from David Mamet’s Glengarry Glen Ross where Blake, a young hotshot from downtown with an $80,000 BMW and a holier-than-thou attitude, browbeats a room full of downtrodden salesman. He threatens them, insults their sales skills, and questions their manhood. His only advice? Selling to the C-Suite Having trouble gaining access to the C-Suite? There's a good reason why... According to the 2001 U.S. Census Bureau survey, there are over 10 million non-retail sales representatives in the United States. As there is no listing for C-Level Executive (hereafter, CLE) in the Census, let's estimate the number of CLEs in the B2B selling world using the Global 2000 list of companies. If we estimate an average of five CLEs (CEO, CFO, COO, CIO, President) and seven additional "close to C-Level" execu To Coach, or Not to Coach? To coach, or not to coach: that is the question. Whether ‘tis nobler in the mind to suffer The slings and arrows of occasional "time lost," Or to take arms against a sea of troubles...