"More has changed in buying and selling in the past 5 years than in all prior … [Read more...]
Tag: Change
The Bar Is Being Raised For Both Buyer And Seller
What's The Diagnosis? Posted on August, 2012
My wife hates going to Doctors---I actually think that's a basic intelligence … [Read more...]
It Still Is All About Implementation And Execution! Posted on August, 2012
Over the past couple of weeks I've been engaged in a "discussion," that is … [Read more...]
The New "Office," And Work Life Posted on July, 2012
Perhaps dating myself, when I first started selling about 30 years ago, my … [Read more...]
Managing Complexity Posted on July, 2012
It should come as no surprise to anyone that has been semi-conscious over the … [Read more...]
The Importance Of "Cross Training" For Sales Posted on June, 2012
The next 6-8 weeks represent one of those "died and gone to heaven" periods for … [Read more...]
Moving From The Teaching Pitch To A Collaborative Dialog Posted on June, 2012
The art of the "pitch" continues to be escalated. The sales person has always … [Read more...]
When The Going Gets Tough Posted on June, 2012
We're about to enter the second half of the year. People are looking at their … [Read more...]
"What We Sell Is Different Than What We Install" Posted on June, 2012
I started my career selling mainframe computers for IBM in the very late 70's. … [Read more...]
Duz Speling nd Gramer Matr? Posted on May, 2012
When I was a young sales manager, my manager had a big candy jar on his desk … [Read more...]
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