I've been writing a lot about changing the conversation, about challenging our … [Read more...]
Tag: Change
A Different Take On Challenging Conversations
What If We're Not Important? Part 2 Posted on January, 2012
As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
What If We're Not Important? Posted on January, 2012
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
I Thought I Had Solved World Hunger Posted on January, 2012
Not long ago, my wife had to be away from home for a week. It happened to be a … [Read more...]
Order Taker Or Solution Creator? Posted on January, 2012
The other day Seth Godin offered a short post on Sold or Bought. It offered an … [Read more...]
The Importance Of Push And Pull In Sales Posted on January, 2012
There is an interesting discussion on Focus on transforming sales organizations … [Read more...]
It's The New Year For Our Customers, As Well! Posted on January, 2012
As we put together our strategies for the New Year, most of our focus will be on … [Read more...]
Looking For Ideas In All The Wrong Places Posted on December, 2011
Top performers--whether they are individual contributors, managers, or … [Read more...]
Buying Isn't Important, It's The Results Of Buying That Are Important! Posted on November, 2011
We've spent a lot of time nurturing the customer. We've discussed their … [Read more...]
When Sales People Don't Change? Posted on November, 2011
"Selling has changed more in the past 3 years than in it's cumulative history." … [Read more...]
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