In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
Tag: Building Relationships
Do We Really Want Our Sales People To Be Value Creators?
The Great Reinvention! Posted on October, 2021
There's a lot of talk about the Great Resignation. Partly, a result of the … [Read more...]
Pet Peeves--LinkedIn Surveys Posted on October, 2021
This is #B2BPetPeeves week (Thanks Hank Barnes and friends). This morning I … [Read more...]
The Wentworth Prospect Posted on September, 2021
I get the chance to preview dozens of books on sales, marketing and business. … [Read more...]
Figuring Out Networking Posted on May, 2021
"Networking" is critical for all of us. Both in developing new professional and … [Read more...]
What Should We Expect Of Our Managers? Posted on April, 2021
There's a lot written about what managers should expect of their people. In … [Read more...]
Selling Is A Human Process, Part 2 Posted on January, 2021
A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]
Selling Is A Human Process Posted on January, 2021
In the past 10 years, we've done everything we can to take the "human" out of … [Read more...]
Are You Curious About Who Your Customer Is? Posted on November, 2020
It seems odd to write a post for sales professionals (and unprofessionals), … [Read more...]
"Getting Back Out There" Posted on June, 2020
I have to admit, I'm going stir crazy. My days are filled with back to back … [Read more...]
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