Some time ago, I wrote, A Frightening Look At The "Cost Of Selling." It has … [Read more...]
Tag: Communicating
Attrition Is A Leadership Problem
Presence Posted on December, 2014
Often when we think about "Presence," we think about a person's bearing or how … [Read more...]
"Simplifying The Way We Work," But What About The Customer? Posted on December, 2014
I caught a small article flashing across my news feeds, "Coca-Cola Disconnects … [Read more...]
The Unfinished Business Of The Year Posted on December, 2014
The end of the year is approaching quickly. As is usual, we are … [Read more...]
What If You Shared Your Deal Strategy With Your Customer? Posted on December, 2014
I had a fascinating conversation with Gerald Vanderpuye today. He shared what … [Read more...]
Hacking Sales Management Posted on December, 2014
I've been writing a short series on Hacking Selling--(Hacking Selling, Hacking … [Read more...]
When All Else Is Equal, The Lowest Price Wins! Posted on December, 2014
When the customer perceives little difference between alternative solutions from … [Read more...]
Hacking Selling Posted on December, 2014
Every day I get emails and messages from sales people trying to “Hack Selling.” … [Read more...]
Questions We Are Afraid To Ask Posted on December, 2014
Often, in talking about deals with sales people, there are things that just … [Read more...]
Design Your Customer Experience To Lose The Right Customers! Posted on November, 2014
I received an interesting email. A person had read a post I had written about … [Read more...]
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