Talk to anyone in the military about tactics, a topic that comes up very quickly … [Read more...]
Tag: Communicating
What's Your Situational Awareness?
Leveraging "Lighthouse Customers" For Insight Posted on November, 2013
Do you have "Lighthouse Customers?" Lighthouse Customers are critical for every … [Read more...]
It's Account Planning Season Posted on October, 2013
As we race to year end, trying to make our numbers, we also enter "account … [Read more...]
Just Because It's Interesting To You, Doesn't Mean I Care Posted on October, 2013
The phone rang, a sales person introduced himself asking, "Who's in charge of … [Read more...]
Do You Trust Your People Enough To Let Them Think? Posted on October, 2013
It's odd, we interview people, anxious to hire the best and the brightest. … [Read more...]
I Want To Be Your Partner Posted on October, 2013
It seems every relationship is becoming a partnership. In every sales … [Read more...]
Getting Things Done Through Our People Posted on October, 2013
Sometimes I think managers leaders aren't as impactful as we can be because we … [Read more...]
"I've Never Ever Sold A Computer Or Piece Of Software" Posted on October, 2013
Many of you know that I spent much of my career in IBM, starting as a sales … [Read more...]
"Is There Anyone Else We Should We Be Talking To?" Posted on September, 2013
Sometimes we become so task focused, we lose site of the bigger picture and what … [Read more...]
Going Through The Motions Posted on September, 2013
I watch a lot of sales people and managers doing the job. Often, they seem to … [Read more...]
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