Why are some sales people less successful than others? They create customer relationships that should lead to a sale, but it doesn’t. Does CRM make a difference? What can they learn from successful sales people? In my youth, shortly after beginning my career in business (which was a long time ago), I got to talking with a salesman on a long train journey. He was making notes in a black book. (This was in the days before Blackberry and PDA’s and...