Authenticity has become a buzzword tossed around social media too casually. We … [Read more...]
Tag: Communicating
Authenticity
Are You Guilty Of Conducting "Non-Discovery?" Posted on January, 2019
We all know the importance of conducting discovery calls. In principle, a … [Read more...]
When Non-Salespeople Sell Posted on January, 2019
Saturday morning, I was waiting for my appointment to get my haircut. Regina … [Read more...]
Building Your Support System Posted on January, 2019
This is one of those topics I never thought I would have to write about. It's a … [Read more...]
How "Sales-speak" Limits Us Posted on January, 2019
Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
On Civility Posted on January, 2019
It seems everywhere one looks, one is confronted with incivility. Virtually … [Read more...]
What We Think Of Our Customers Colors Our Engagement Posted on December, 2018
Someone called seeking coaching on a specific deal. He had fallen into … [Read more...]
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...]
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