The relationships we establish, in business, are very complex and constantly … [Read more...]
Category: Innovation
Category: Innovation
The New World Of Co-Opetition
Sales---Science Or Art? Posted on May, 2019
Recently, I read an article about sales being more science than art. Perhaps, … [Read more...]
Perhaps Artificial Intelligence Really Is Posted on April, 2019
I'm almost embarrassed to write this post. Having co-founded an early AI based … [Read more...]
Meet "Bob" Posted on March, 2019
Meet "Bob," Bob is the diagram below. I wish I could take credit for the … [Read more...]
Changing The Questions Posted on March, 2019
We know questions are critical to our success as sales people. Sadly, we ask … [Read more...]
CEOs Would Be PISSED OFF If They Knew This Secret! Posted on March, 2019
I spend a lot of time with CEOs, boards, and top executives. Inevitably, … [Read more...]
Do We Even Need Sales People Anymore Posted on March, 2019
Recently, I read a post from a marketing person I really respect. This person … [Read more...]
Turbulence And Fear Of Buying Posted on March, 2019
I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
The Coming Sales Talent Crisis, Part 3 Posted on February, 2019
If you haven't sensed it yet, I think Sales Talent will probably be "THE" issue … [Read more...]
The Coming Sales Talent Crisis, Part 2 Posted on February, 2019
I wrote The Coming Sales Talent Crisis, focusing on the struggles our customers … [Read more...]
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