I'm reading Price Waterhouse Coopers 12th Annual Global CEO Survey. It has a lot … [Read more...]
Tag: Building Relationships
Moving Beyond Selling To Building Collaborative Relationships
Social Networking---Lot’s of Friends, No One Wants To Know Me Posted on February, 2009
I’m ashamed to admit it, but I am a relative newbie in Social Networking. I’ve … [Read more...]
Focus On Your Customer's Need To Buy, Not Your Need To Sell! Posted on February, 2009
All sales people, today, sell solutions. At least that’s what most sales people … [Read more...]
It's Not Your Customer's Responsibility To Do Your Job! Posted on January, 2009
Yes, this is another post about what professional sales is all about.It seems … [Read more...]
Dramatically Increase Sales! Posted on January, 2009
Seth Godin seems to come up with the simplest and thought provoking ideas. I … [Read more...]
Moving From Customer Acquisiton To Customer Engagement Posted on January, 2009
For some strange reason, in the past few days, at least four different … [Read more...]
What We Miss About Creating Value Posted on December, 2008
I'm often called upon to speak about Value Propositions! Every time, I do some … [Read more...]
Connecting Versus Relating --- The Disappearance Of Real Relationships Posted on October, 2008
There is a great post in the Slow Leadership blog on "Connecting Versus … [Read more...]
The Future SalesForce --- A Consultative Approach??? Posted on September, 2008
Imagine my surprise to receive an email from CRM Magazine with this article … [Read more...]
How To Form Selling Partnerships That Really Work Posted on July, 2008
The July/August issue of Selling Power magazine has several interesting articles … [Read more...]