I know you think I make these stories up, they are so preposterous, they can … [Read more...]
Tag: Communicating
How Are You "Showing Up" To Your Prospects And Customers?
Getting Close To The Customer, It's About Mobility Posted on August, 2012
One of the key goals of customer centric organizations is "Getting Close To The … [Read more...]
Why Questions Are A Sales Person's Best Tool--It's Not Because Of The Answers Posted on August, 2012
Art Petty wrote a great post, 4 Reasons Why Questions Are A Leader's Best … [Read more...]
Sales Road Kill Posted on August, 2012
The other day, responding to a great comment on one of my posts, I referred to … [Read more...]
The Bar Is Being Raised For Both Buyer And Seller Posted on August, 2012
"More has changed in buying and selling in the past 5 years than in all prior … [Read more...]
What's The Diagnosis? Posted on August, 2012
My wife hates going to Doctors---I actually think that's a basic intelligence … [Read more...]
The New "Office," And Work Life Posted on July, 2012
Perhaps dating myself, when I first started selling about 30 years ago, my … [Read more...]
Creating Excuses To Keep Going Back To The Customer Posted on July, 2012
I was in a fascinating discussion the other day. We are talking about … [Read more...]
Consultative Selling--We See Great Examples Everywhere Posted on July, 2012
As people, particularly we consultants, are prone to do, we make things more … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
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