It was a dark and dreary night, suddenly the phone rang......... Actually, it … [Read more...]
Tag: Communicating
References And Doing Your Homework
Those Damn Customers Just Get In The Way Of Doing Business! Posted on February, 2011
A friend called the other day. He's a senior executive in the financial side of … [Read more...]
The Illusion Of Control Posted on February, 2011
Let me confess, I'm a contol freak. It bothers me to think that "being in … [Read more...]
Never Ask A Question If You Don't Know The Answer Posted on January, 2011
There's the common saying in court room proceedings that a lawyer should never … [Read more...]
Do You Trust Yourself And Your People Enough To Let Go? Posted on January, 2011
I hear from sales people all over, "My manager won't let go!" "She's micro … [Read more...]
Value Is A Mystery Posted on December, 2010
I have to thank Mike Wilkinson of Axia Value Solutions for this idea, but when … [Read more...]
Is Your Customer Buying What You Are Selling? Posted on December, 2010
Sales professionals get paid and measured on the products and services they … [Read more...]
Is Differentiation Overrated? What About Being Just Good Enough? Posted on December, 2010
A week ago, I wrote a post,"'Me Too,' Is Not A Value Propsition!" With this … [Read more...]
Are You The Right Person To Do This Deal? Posted on December, 2010
B2B solutions, consequently B2B selling is increasingly complex. Layer on top … [Read more...]
....is Lead Generation of interest to your company? Posted on December, 2010
Everyday, at least one copy of the following email arrives in my junk mail … [Read more...]
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