A colleague was recently sharing research on how people learn. The data was … [Read more...]
We Have It All Wrong When We Think About Sales Training
What Would Happen If We Saw Things The Way Our Customers Saw Them? Posted on November, 2009
Most of the organizations I work with are very high performance organizations. … [Read more...]
Value Propositions Change Through The Sales Cycle Posted on November, 2009
Too often, we tend to think of our value propositions as static. Effective … [Read more...]
Sales Management, It's About Inspecting The Process, Not Transactions Posted on October, 2009
This article has been selected for DeFinis Communications’ “Sales Coaching: Top … [Read more...]
Fun With Value Propositions Posted on October, 2009
Over the past few months, I have had the opportunity to talk and write a lot … [Read more...]
Can Value Propositions Be Generic? Posted on October, 2009
My friend Christian Mauer has written an interesting post entitled, "Can Value … [Read more...]
Selling Is About Change And Change Management Posted on October, 2009
I wonder why we never talk much about change and change management--except when … [Read more...]
Is This Meeting A Good Use Of Your Prospect And Customer's Time? Posted on October, 2009
I read a post from Miller Heiman on "How Do You Know If You Are Wasting Time … [Read more...]
The Courage To Admit You Are Wrong Posted on October, 2009
I'm continuing my barnstorming tour of Ireland and meeting with Irish Technology … [Read more...]
Intensity, Clarity, and Purposefulness Posted on October, 2009
This week, I have the privilege of meeting with a number of Ireland's leading … [Read more...]
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