As sales people, we learn that we are to call high. We should be reaching the … [Read more...]
Tag: Communicating
On C-Level Buying
What Does It Mean To Be "Authentic" Posted on February, 2020
I was recently have a discussion with someone. It spanned some comments on … [Read more...]
Trusting Yourself, Trusting Your People Posted on February, 2020
Charlie Green and I were having a conversation about "Trust." (Charlie is the … [Read more...]
1+1+1+1=1 Posted on January, 2020
I'm a great fan of Ray Dalio's, Principles. Today, he posted one of his … [Read more...]
Wearing A Blue Suit Drives Higher Win Rates Posted on January, 2020
Periodically, we do deep research on what drives winning. A couple of years … [Read more...]
Time Available For Selling Posted on January, 2020
Without a doubt, sales people have a lot of things that distract them from being … [Read more...]
Confusing Simplification With Simplistic Posted on December, 2019
Both we, our customers, our markets, our worlds are getting more and more … [Read more...]
"Buyer's Remorse" Grows Up Posted on December, 2019
When I first started selling -- way back in the dark ages -- one of the things I … [Read more...]
FUD-Fear, Uncertainty, Doubt Posted on December, 2019
FUD has been an element, unfortunately, of sales and selling probably since the … [Read more...]
Role Clarity Posted on December, 2019
Over the past few years, I've noticed a disturbing trend on role clarity. By … [Read more...]
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