One of my favorite writers is John McPhee. Recently, I was rereading a short … [Read more...]
Tag: Change
Person Or Personality?
Hanging Out With People Different From Me Posted on March, 2021
It's human nature to hang out people like us. Perhaps the people we are grow up … [Read more...]
"Seek first to understand..... Posted on March, 2021
One of the most important things a sales person can do with her customer is to … [Read more...]
Do The Work! Posted on March, 2021
I have to confess some exhaustion. Pundits and experts in social media, each … [Read more...]
"Doing More," Is Not A Growth Strategy! Neither Are Miracle Cures! Posted on March, 2021
As sales professionals, we are responsible for driving revenue growth for our … [Read more...]
Is "Helping Our Customers" Incompatible With Selling? Posted on March, 2021
Recently, I've been reading a series of discussions debating the concept, "Can … [Read more...]
If Buyers Are Failing, Sales Can't Succeed Posted on March, 2021
Recently, I wrote, Rethinking Sales Enablement. I suggested we might do better … [Read more...]
How Do We Win? Posted on March, 2021
Participating in deal reviews, I often ask the question, "How do we win?" The … [Read more...]
Figuring Things Out! Posted on March, 2021
Sadly, the trend in developing sales people skills is toward a higher level of … [Read more...]
Give Your People The Chance To Do Their Jobs! Posted on February, 2021
It's funny, every once in a while I find myself in similar conversations with … [Read more...]
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