Sometimes I think managers leaders aren't as impactful as we can be because we … [Read more...]
Tag: Communicating
Getting Things Done Through Our People
"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...]
Rethinking Prospecting Posted on September, 2013
Prospecting is critical to our success as sales people. We need to find new … [Read more...]
We're Communicating, But Are We Really Connecting? Posted on September, 2013
Technology has extended wonderful capabilities to make us more efficient. We … [Read more...]
Questions As Weapons! Posted on September, 2013
Lawyers always say, "Never ask a question unless you know the answer." In … [Read more...]
"I'm Not Paid To Have Conversations, I'm Paid To Get Orders!" Posted on September, 2013
I write and speak frequently about customer focus, engaging customers in … [Read more...]
Leading By Example Posted on September, 2013
Every manager knows this, it's Leadership 101, we must Lead By Example. What … [Read more...]
"This Conversation Is Really About Me" Posted on September, 2013
The other day, I was speaking to a sales executive. We were talking about … [Read more...]
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