Someone called seeking coaching on a specific deal. He had fallen into … [Read more...]
Tag: Communicating
What We Think Of Our Customers Colors Our Engagement
What If Every Electronic Outreach Cost $.50? Posted on December, 2018
In the "old days," (about 20-30 years ago), my VP's of marketing used to come … [Read more...]
In Praise Of Pushy Sales People Posted on November, 2018
I probably should come out of the closet. I'm a pushy sales person. Perhaps … [Read more...]
Productive Conflict Posted on November, 2018
Over the past week, I've been involved in several conversations that have the … [Read more...]
Scaling "Authentic Conversations" Posted on November, 2018
I just received one of those emails. I'm on a distribution list, I've been … [Read more...]
"Touching The Customer 1 Time, Annoying Her 6 More Times!" Posted on October, 2018
We all know the importance of reaching out to "touch the customer." We know … [Read more...]
Customers Don't Care About Their Buying Journey! Posted on October, 2018
Recently, I was speaking with an executive whose team was involved in a major … [Read more...]
Our Customers' Stories Posted on October, 2018
Storytelling is important. None of us live in a world of data and logic, as … [Read more...]
"Sales Is Just Another Information Delivery Channel" Posted on September, 2018
In the distant past, sales people were a primary channel for customer for … [Read more...]
Relationships Matter--But What Does That Mean? Posted on September, 2018
Andy Paul wrote a terrific piece on relationships (visit TheSalesHouse to get … [Read more...]
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