The discovery part of the buying and selling proceesses are, perhaps, the most … [Read more...]
Tag: Change
Do Our Discovery Questions Really Allow Us To Do That?
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...]
Coaching The Uncoachable Posted on September, 2020
Today, I had the honor of participating in a webcast on coaching, with Lori … [Read more...]
Experience Does(nt) Matter Posted on September, 2020
Experience is an interesting thing. It is, sometimes, very helpful. But, too … [Read more...]
Why, What, How, Who, When, Where Posted on August, 2020
We see versions of these words in different contexts. If you've ever been a … [Read more...]
Diversity Is Critical, And Not Just For The Reasons We Think! Posted on August, 2020
This is one of those posts that starts with an apology or a disclaimer. I … [Read more...]
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