I have to admit, I'm writing this out of a little bit of frustration. I have a … [Read more...]
Tag: Communicating
How Easy Are You To Do Business With?
Differentiated Value ---- Just Good Enough! Posted on May, 2012
These days, so many of the conversations among sales professionals and pundits … [Read more...]
Are We Allowing Ourselves To Be Commoditized? Posted on May, 2012
My colleague Anthony Iannarino wrote an outstanding post: "Mismatched Skills … [Read more...]
Customers Are Self Educating/Informing, But What Are They Learning? Posted on May, 2012
We all know the shifts in buying. The web offers a tremendous resource to all … [Read more...]
Are We Speaking The Customer's Language? Posted on April, 2012
Recently I was in China in a series of meetings with CEO's of Chinese … [Read more...]
Learning From Our Subordinates Posted on April, 2012
One of the key roles of any leader or executive is to teach, coach, develop our … [Read more...]
Before You Pick Up The Phone! Posted on April, 2012
I'm constantly amazed at the calls I get. People calling me, with little idea … [Read more...]
Does Every Review Become A Deal Review?? Posted on April, 2012
I sit in hundreds of review sessions every year. Pipeline reviews, territory … [Read more...]
Bashing The Competition! Posted on April, 2012
The other day, Charlie Green, Anthony Iannarino , and I had a discussion on … [Read more...]
Anticipation and Preparation Posted on April, 2012
The other day I watched an outstanding video by Tibor Shanto, Preparation Trumps … [Read more...]
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