My friend, Ardath Albee, and I were commiserating the other day. We see so many … [Read more...]
Tag: Communicating
"How Can I Help You --- But First Let Me Tell You About Me"
Leaping To Solutions! Are We Solving The Right Problem? Posted on July, 2010
Sales people are trained to be problem solvers -- we ask questions, probe -- … [Read more...]
Words Are Important In Sales Posted on July, 2010
Words are important in sales! We're always looking for the right word--the one … [Read more...]
On Being Customer Centric Posted on July, 2010
Customer Centricity is a hot topic these days. I get on my soapbox on Customer … [Read more...]
You Lose Because Of What You Don't Do Posted on July, 2010
Over the past few days, I've been participating in a loss review with one of my … [Read more...]
May I Speak To Ms. Company Inc? Posted on June, 2010
I got a really interesting email today--actually, I get these emails … [Read more...]
Are You Selling Within Your Own Company? Posted on June, 2010
I'm constantly surprised by how poorly many sales people communicate within … [Read more...]
What Happened To The Conversation? Posted on June, 2010
This morning, I was out for my morning run around the lake. Up ahead, I saw a … [Read more...]
Call Avoidance Posted on June, 2010
I've fallen into a trap, it seems my preferred mode of communication is becoming … [Read more...]
High Performance Sales, 10 Things Sales Managers Must Worry About Posted on June, 2010
Today, I am a keynote speaker as part of Microsoft's and Focus.com's Dynamic … [Read more...]
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