For decades, sales people have been taught about the importance of "Discovery." … [Read more...]
Category: Performance
Category: Performance
The Problem With "Discovery"
Automation And Ineptness Posted on February, 2022
Automation and technology, properly implemented can do tremendous things to … [Read more...]
Chasing The Money Posted on February, 2022
Opportunities for sales people are skyrocketing. As we emerge from the … [Read more...]
Prospecting Is Hard, Why Do We Insist On Making It More Difficult? Posted on February, 2022
Every day, I spend at least 15-20 minutes cleaning my inbox, mobile, and InMail … [Read more...]
Our Commitment To "Just Good Enough" Posted on February, 2022
My news feeds are filled with discussions about great customer engagement. … [Read more...]
Conversational Intelligence Posted on February, 2022
First, while I believe there is huge potential with conversational intelligence, … [Read more...]
Considering "Irony" Posted on January, 2022
We seem to be in a headlong rush to automate and depersonalize our marketing and … [Read more...]
RFP's? Posted on January, 2022
I was doing a Q&A after a keynote at a SKO. It was a very sharp group of … [Read more...]
"Customers hate.....[Fill In The Blank]..." Posted on January, 2022
All my news feeds are filled with guru's talking about how much customers hate … [Read more...]
"What Do You Think Cold Calling Is?" Again????? Posted on January, 2022
Apparently, I stuck my foot into my mouth, but I'm getting use to the taste of … [Read more...]
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