In the past 6+ months, the world has turned upside down. We have never faced … [Read more...]
Tag: Change
The "Silver Lining" Behind What We Are Experiencing
Who Are You Learning From? Posted on October, 2020
Yeah, I know I'm dating myself, but I'd like to paraphrase a line from the 1980 … [Read more...]
What Is The Customer Completing In Their Buying Journey? Posted on October, 2020
Right now, open up your CRM system. Go to the opportunity tab, look at your … [Read more...]
Are You Solving For Your Customers' "Feeling" Posted on October, 2020
"Sales is all about people!" It's been one of those throw away terms all of us … [Read more...]
Do Our Discovery Questions Really Allow Us To Do That? Posted on September, 2020
The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
Does Your Customer Understand Their "Why?" Posted on September, 2020
When we engage our customers in discussing opportunities, we know it's critical … [Read more...]
Thinking About Diversity And Inclusion Posted on September, 2020
Recently, the NY Times had a fascinating article: "Faces Of Power, 80% Are … [Read more...]
The Five "Why's" Posted on September, 2020
The "5 Why's" is a tool developed decades ago, attributed to Sakichi Toyoda in … [Read more...]
Reflections On 9/11 In 2020 Posted on September, 2020
Pardon me from diverting from my normal writing on sales, leadership and … [Read more...]
On Culture, Values, Beliefs Posted on September, 2020
There's always a lot of talk about corporate culture, values, and beliefs. Too … [Read more...]
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